Webcast

Webcast

Sales Leadership’s Guide to Sales and Marketing Alignment

January 26, 2015

 

There’s lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads. It’s the natural consequence of competing agendas in resource-constrained corporate environments. This webcast presents effective strategies for sales leadership in resolving the inevitable with marketing.

 

Topics include:

  • Common points of sales and marketing friction
  • Opportunities to align marketing with sales leadership’s objectives
  • Practical approaches for resolving conflict

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Webcast

Webcast

3 Steps to Make Sales Manager Training Stick

January 23, 2015

 

Why is it that just weeks after a sales manager training, everything goes back to the way it was,as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't with the concept of sales training at all. Any change management theory worth its salt will tell you that training alone does not get people to change what they do or how they do it, no matter how good, targeted and relevant the training might be. Lasting change is possible only when the interrelated systems, processes and people impacted by the change are re-aligned, supported and measured over a considerable period of time using a holistic approach. In this session you will learn how to incorporate change management principles into your sales manager training to ensure that it will stick long-term. While using training as a key lever, you will gain an understanding through real client examples and lessons learned of how to facilitate targeted change that includes, but doesn’t over-rely on training alone to accomplish the desired outcomes. You will gain tactical suggestions and tools for doing this withoutbreaking the bank, or the organization. 

 

Learning Objectives:

  • Examine common approaches to training sales managers and contrast them with holistic best practices that drive real results.
  • Build upon change management principles to create a practical, powerful process to facilitate change through sales manager training in less-than-ideal circumstances. 
  • Gain understanding of a three-part change approach that gets front-line sales managers to change their sales management practices. 

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Webcast

Webcast

Organizing the Sales Force to Grow Existing Accounts

January 16, 2015

 

We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within established accounts.

 

Specifically, we will address the following issues:

  •   How to align sales resources to opportunity
  •  Quantifying potential
  •  Performance management and measurement
  •  Account development approaches
  •  Selling methodology

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Webcast

Webcast

Linking Sales Training to Business Results: The Three C's of Success

January 09, 2015

 

For years, the Holy Grail of training has been the ability to go beyond information delivery and simple skills assessment to identify a direct, positive impact on business results. Sales managers in particular are frequent victims, frustrated by their inability to associate training investments to sales performance and new revenue acquisition. 

 

Join SMA and Qstream for this interactive webinar to learn how to apply predictive analytics to training outcomes and help teams connect sales metrics such as engagement, performance and content proficiency to actual business results.

 

We’ll explore how the 3 C's (coaching, confidence and correlation to sales performance) can help you successfully transform real-time training program data into executive insights that managers love.

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Webcast

Webcast

Process vs. Technology - The Battle for Sales Productivity in 2015

December 18, 2014

 

Less than a third of companies didn't see ROI from their sales technology investments in 2014, according to a research study conducted with the Sales Management Association. Meanwhile, 54 percent of high-performing sales teams have a clear, well-defined process. These two statistics illustrate what could be the most important question for sales managers in 2015: What should come first in an effective sales productivity strategy—process or technology? 

In this webinar, we'll answer the following questions:

  • How does an organization identify problems with process and technology?
  • What are barriers to creating a strategy that balances visibility with simplicity?
  • How much time should be spent on process?

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Webcast

Webcast

Improving Your Sales Team's Closing Skills and Win Rates

December 15, 2014

 

Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and help sellers add to buyers’ decision-making challenges. 

 

This webcast is designed to help to sales managers improve their teams’ win-rates. Topics covered include:

  • How to help salespeople prepare before every client meeting in order to create the conditions for good decision making. 
  • Ensuring salespeople spend less time talking at clients and more time discussing with clients those decisions that will best serve client needs.  
  • Implementing a simple, reliable process to determine when customers are ready to close.
  • Salespeople who adopt these skills dramatically improve win rates. By enabling their clients to make better decisions, your salespeople are far more likely to achieve mutually beneficial outcomes so that closing the sale becomes an enjoyable and rewarding process for everyone.

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Webcast

Webcast

Research Update on Sales Onboarding Practices

December 11, 2014

 

Onboarding programs attempt to accelerate new salesperson productivity and new hire success rates. Our recent research examines sales onboarding programs in business-to-business firms. Join us for this webcast, in which we’ll provide preliminary  findings from the research, addressing issues such as:

  • Onboarding program best practices
  • Supporting tools and platforms used for salesperson onboarding
  • Onboarding program impact on time-to-productivity for new hires
  • Effective approaches for addressing common onboarding program challenges
  • Management's investment priorities for improving onboarding program effectiveness

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Webcast

Webcast

Sales Force Enablement - Best Practices and Emerging Trends

December 05, 2014

 

The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales productivity and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. To create sustainable business impact and to increase the value of sales conversations, an organization’s specific selling challenges have to be addressed. 

 

A customer core approach that covers the entire customer’s journey is the foundation of a strategic sales force enablement approach. Additional key elements have to be integrated with current concepts to evolve sales enablement to sales force enablement. 

 

Upon viewing this webcast, your main takeaways will be: 

  • Why a customer core approach is key to success, and how to design it
  • Why frontline sales manager are a key target group
  • Why not only sales and marketing are relevant – how to take advantage of a strong foundation in sales operations
  • Why connecting the dots between content and training creates immediate value

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management tool

Management Tool

Annual Sales Meeting Toolkit

November 17, 2014

 

The annual sales meeting is an important event to set the tone for the year with your sales teams. It is the perfect time to communicate strategy, set priorities, and generate excitement for the year. We have organized a toolkit to help you get started.

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management tool

Management Tool

Annual Sales Meeting Survey

November 17, 2014

The Sales Management Association’s recent research identified “lack of field input on prioritized meeting content” as a frequently cited shortcoming of annual sales meetings. This document provides a survey tool for use in soliciting field input on their content priorities, and how best these might be presented at an annual sales meeting.

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