Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings.
Sales Performance Management Series Webinar 1: Tips to account segmentation and lead scoring to drive sales performance
We kickoff a five-part series on sales performance management with a webcast on account segmentation and lead scoring. As we all know assigning or re-assigning accounts to sales can be a controversial topic.
WebcastFrom Boss to Coach: Turning Great Sales Managers into Great Coaches
October 19, 2016
Success in sales isn’t based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson’s internal drivers/barriers, much less have a meaningful discussion about them. Sales leaders end up ignoring the emotion-based influences that significantly impact selling performance. The result? Underperforming salespeople, and a revolving door of unrealized talent.
This webcast focuses on shifting managers’ coaching mindset from that of a “mistake catcher” and “problem solver” to a coaching leader capable of instilling confidence, a sense of ownership, and fully realized potential in the salespeople they manage. The session focuses on the performance-influencing factors managers often overlook in salespeople, and on tangible coaching strategies that push salespeople to new levels of success. Attendees will learn a practical roadmap for building a sales coaching culture that unleashes inner potential and drives business results.
- Assessing managers’ “skill” and “will” to improving their coaching effectiveness.
- Connecting the factors that influence salesperson success to management’s coaching and leadership roles.
- An easy-to-apply model for shifting the managers’ coaching mindset and closing the gaps that limit their leadership effectiveness.
- How managers can expand belief boundaries – their own, and their sales team's – to foster a culture of achievement, accountability, problem-solving, and continuous improvement.
WebcastResearch Update: Investment in Salesperson Skill Development
October 13, 2016
Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change requires salespeople capable of acquiring new knowledge and skills, and adapting to fit new circumstances.
This research explores how
WebcastBuilding the Sales Force’s Digital Playbook
September 29, 2016
With a digital sales playbook, salespeople can easily find the right messaging and content, in context, right when they need it. In this session we provided a framework on how to take your existing sales messaging and content, link it to each sales process stage, and ensure its effective delivery at each customer interaction.
WebcastFive Signs You Need to Graduate from Sales Effectiveness
September 28, 2016
You make your number sporadically, but not consistently, and not always. Your revenue goal is very hard to make, and may be unrealistic. What distinguishes top growth executives from their peers is they have graduated beyond sales effectiveness. They have embraced a new emerging best practice called the ‘Revenue Growth Methodology’.
Temporary spikes in revenue are misleading. Sales leaders go from hero to goat overnight. How come? There are many reasons. Some examples include,
- A hot product comes out a year before your competition can respond, and this advantage delivers a temporary revenue lift.
- The sales team has underperformed for some time and a new sales leader is hired. Shortly after taking the reins, he installs standard operating procedures, picks the low hanging fruit, and facilitates a temporary revenue lift.
- The customer base gets pushed into a product refresh cycle by the customer service department. Often this results in an influx of “new deals.” The sales leader looks great until the product refresh cycle is over.
Given the difficulty associated with sustaining revenue growth, the revenue targets that some companies set are simply unrealistic. Sales Performance Management (SPM) are being considered by many sales leaders to maintain sales performance, increase revenue and continuously drive growth.
Join Kevin Gray, WW Portfolio Marketing Manager for IBM’s Sales Performance Management and IBM Watson Analytics solutions and Dan Perry, Principle at Sales Benchmark Index (SBI) to learn how sales leaders are looking to SPM and the five signs you need to consider to graduate from sales effectiveness and manage a high performing sales team that will increase revenue and drive continuous growth.
WebcastEnabling Channel Sales
September 22, 2016
Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel.
In this webcast, we reviewed key elements of effective channel enablement strategy and practical initiatives for maximizing access, coaching, and engagement with your channel partners.
WebcastThe Cost of a Bad Sales Manager (...US$3.5 million)
September 15, 2016
We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it… Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-performing sales managers? What’s the impact of managers who perform at a lower level?
New research by Vantage Point shows that the average cost of a low-performing sales manager is a whopping $3.5 million in lost revenue. Per manager. Across an entire sales force, that adds up to huge opportunity costs. How about your sales organization? How much is bad management costing you?
The GOOD news is, the research also shed light on the nature of these challenges and how to overcome them. Join us as we share the details of this research, as well as other insights from a new research project with the Sales Management Association. You will learn:
- Why low-performing sales managers are so costly.
- How to calculate the cost for your own organization.
- How manager performance trickles down to sales reps.
- Why these performance gaps exists.
- How performance improves with focused investment.
- Which investments in management capability have the greatest impact.
You will leave this webcast with a clear understanding of the critical areas where sales management struggles and how to bolster performance with targeted development effort.
WebcastResearch Update: Managing Sales Compensation
September 01, 2016
Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization’s energy and attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast presented initial findings from recently-concluded Sales Management Association research on Managing Sales Compensation. The research examined current sales compensation management practice, quantified factors differentiating high and low performing firms in this area, and identified emerging issues and management priorities.
Topics addressed included:
- Sales compensation management practices within business to business sales organizations.
- Factors responsible for effective sales compensation management.
- Management’s critical issues and improvement priorities.
- Emerging capabilities essential for effective plan administration.
- Sales compensation management’s impact on firm performance.
- Technology trends and ROI.
WebcastResearch Update: Sales Forecasting Effectiveness
August 30, 2016
A study of emerging trends and best practices for sales leadership. This research examined sales forecasting in business-to-business organizations. Research questions identified core practices, processes, and resources considered essential to forecasting; revealed factors that contribute to effective sales forecasting; and determined how salespeople and managers interact in sales forecasting initiatives.
WebcastHow to Map Sales Enablement with the Buyer's Journey
August 25, 2016
High-performing sales leaders know that the buyers now drive the sales process, and sales teams trained to navigate the buyer journey can close more deals and build stronger relationships. During this live webcast, Octiv chief marketing officer Brad Gillespie and GameTime VP of Marketing & Product Development, Fred Wiechmann, discussed the following:
- How to enable salespeople to meet buyer needs while maintaining consistency and measurable goals.
- How to prioritize the challenges to building a predictable and personalized approach to the buyer journey.
- How to align marketing efforts with sales enablement and sales productivity.
WebcastSales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach
August 11, 2016
Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,” but fewer tools offer insight into “skill.”
Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. In this webcast, we detailed a business case for using a new generation of sales talent assessment tools, and revealed the characteristics of a good assessment methodology. In addition we reviewed research that offers insight into key personality traits of effective hunters and farmers.