Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics?
In many companies today, the sales department is managed independently of the Human Resources function.
WebcastHow to Drive Predictable Inside Sales Results
March 30, 2015
This webcast features business leaders from TinderBox and Angie’s List describing how their firms drive predictable sales results. Areas of focus include creating a repeatable process, developing effective messaging and value delivery, and ensuring consistent messaging.
WebcastWhy Leave Revenue Growth to Chance?
March 26, 2015
Industry research illustrates emphatically that effective selling is being disrupted by more forces than ever before. Against this backdrop of increasing change, there are literally hundreds of ideas and solutions that potentially could improve the capabilities of your sales organization. And so, in today’s world of hyper-change, what does the rational sales leader invest in to drive improved performance?
Before surveying the daunting array of sales improvement alternatives and investing in one or more of them, it’s valuable to pose a simple question:
What do YOUR sales people actually need to be good at?
Until you’re able to answer this question with a high level of validity, most of the investments in performance improvement are largely educated guess work. In this ground breaking session, we will challenge conventional “best practices” thinking as well as introduce a new paradigm for continual sales improvement.
This webinar will present a cutting-edge, data-driven approach that allows today’s Sales Leader to get focused on the highest payback areas for performance improvement. By aligning talent analytics, adaptive learning, and sales enablement, sales organizations can make intelligent, focused investments in human capital - that have highest probability of impacting specific sales and business goals.
WebcastMake the Numbers Talk: Using Advanced Analytics to Uncover the Hidden Story in Your Sales Data
March 23, 2015
Wall Street has punished your stock for missing your revenue estimates. Your CEO realized that your revenue actuals and forecasts were out of sync. FP&A had no time to course correct because your revenue models werea tangle of spreadsheets and disconnected apps. You lost time dumping sales data to spreadsheets and stitching them together every week for the sales forecast. It’s definitely inefficient – and it’s also the typical approach to sales forecasting.
But there’s a story within the sales data that can be discovered with the right approach and techniques.
Find out how Refinery29, the largest independent fashion and style website in the US, is applying advanced modeling to find the story hidden within its raw data. Discover how company Controller Pamela Stern is able to generate accurate forecasts, plan for a sales team that will double in 2015, and create a master dashboard to provide sales KPIs to the Chief RevenueOfficer.
In this webcast, you will learn how to:
- Leverage advanced modeling techniques to extract valuable insights
- Eliminate wasteful and inefficient forecasting processes
- Reduce quota and territory planning times
- Provide an integrated view to key stakeholders
- Generate on-the-fly analytics for actionable intelligence
WebcastLeveraging Analytics to Impact Sales Execution
March 20, 2015
Leveraging Analytics to Impact Sales Execution
Immediate access to actionable customer insights help salespeople identify the best customers and geographies to target, tailor each customer interaction, and drive business to meet their goals. Without this readily-available insight, salespeople waste time pouring through data from multiple sources and trying to interpret what it means.
Join Kelly Tousi, ZS Associates' Principal, as she discusses challenges that many sales teams face and the necessary transformations needed to improve sales rep effectiveness. The webcast will cover:
- Lessons learned from customers on how to best evaluate business needs
- Apps that combine smart alerts, critical KPIs and superior visualization built around how salespeople work and the information they really need, when they need it
- Tips to achieve rapid adoption and heavy use by the sales organization
WebcastExploring New Territory - the Geography of Compensation Planning
March 20, 2015
Successful territory mapping can help create focus and accountability, especially when synchronized with well-designed incentive compensation. Do your territory assignments help guide your reps to do their best or just box them in?
Join Clinton Gott and Per Torgersen, principals at Better Sales Compensation, for an in-depth discussion on realizing the full potential of every territory, even in the face of market and organizational shifts.
Anaplan’s sales solutions expert Kevin Gray will also be on hand to answer tough questions, including:
- Should sales territories be based on past performance,workload, or potential?
- How do you map territories to balance your organization’s sales capacity against budget, corporate goals, and market potential?
- What are the best ways to transition out of legacy compensation designs?
WebcastResearch Update: Sales Forecasting Effectiveness
February 27, 2015
This research update examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We will identify core practices, processes, and resources considered essential to forecasting; reveal factors that contribute to effective sales forecasting; and determine how salespeople and managers interact in sales forecasting initiatives.
Join us for this webcast, in which we’ll provide preliminary findings from the research, addressing issues such as:
- What formal forecasting processes are used?
- What kinds of performance are forecasted, using what planning horizons, and with what frequency, using what inputs?
- How accurate are sales forecasts, and what factors influence forecast accuracy?
- Who within the firm directs sales forecasting efforts, and who is most vested in their accuracy?
- How do management and sellers interact when preparing, reviewing, and assessing forecasts, and how does their respective involvement influence forecasted results?
- How do firms differentiate between pipeline management and sales forecasting?
- How do forecasting efforts relate to the core sales process categories of call management, opportunity management, customer management, and territory management?
- How are firms developing forecasting skills within the sales organization?
WebcastFive Key Trends Shaping Sales Compensation Today
February 26, 2015
New technology, new research, and an evolving work force are changing the landscape of sales compensation. Listen in on this webinar to find the 5 biggest trends shaping sales compensation, why they’re occurring,and what it means for your role. Specifically, we will cover:
- Globalization of sales compensation and thecentralization of administration
- How intrinsic motivation research impacts yoursales incentive program and philosophy
- Motivating millennials – what needs to bedifferent?
- Metric shift from revenue toward margin andprice
- Accommodating the shift to inside sales
Webcast2015 Sales Execution Trends Research Findings
February 23, 2015
Feel confident in what you’re going to achieve in 2015? Want to see what your peers said?
Qvidian surveyed sales and marketing executives from companies around the globe to better understand their outlook for 2015. They’ll share what they uncovered, including:
- Executive management priorities imply that most organizations continue to be in growth mode for 2015.
- Slow sales rep ramp up continues to be the relentless hurdle for organizations achieving quota.
- To increase sales effectiveness, organizations plan to focus on personalizing the buying experience.
- Efficiency maintains a priority for organizations with increasing upsell/cross-sell efforts as well as streamlining sales processes as top objectives to do so.
Join Qvidian’s CMO Christopher Faust as he reviews the results of their annual Sales Execution Survey, including key objectives for sales organizations in 2015, the challenges and obstacles they expect to face, as well as the investment areas needed to improve sales execution.
WebcastThe Art and Science of Setting Quotas
February 16, 2015
Quota setting is consistently at or near the top of the list of sales compensation challenges for most companies. One reason is because ineffective quotas can derail even a well-designed sales compensation program. Many sales organizations consider poorly-set quotas among the chief threats to sales force motivation.
Prevailing practice contributes to poor quota-setting outcomes. These include an over-reliance on historic performance that may mask actual market opportunity, or a quota-setting process that salespeople don't understand or trust. As the linchpin that connects the sales force with firm strategy, quota setting must address more than numbers alone. Effective quota setting also includes people and process, combining art with science.
In this webinar, Mark Donnolo, managing partner of SalesGlobe and author of The Innovative Sale and What Your CEO Needs to Know About Sales Compensation, discusses the top quota-setting challenges and some best practices you can apply to answer questions like:
• Should we set quotas on historical performance or market opportunity?
• Are we actually penalizing our best reps?
• Is the issue the people, performance, process, or quota?
• What can real-life experiences from other organizations teach us?
• How can we combine the art and science to get beyond the math?
Kevin Gray, Director, Product Marketing at Anaplan, will also join to talk abour how your organization can plan and distribute your sales quotas with collaboration that aligns top down revenue targets with bottom up sales quotas.
Research BriefResearch Brief: Sales Performance Reporting
February 16, 2015
Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices.
Specific areas of focus for this research include:
- Identifying current approaches for provisioning sales reporting;
- Determining management's priorities for improving sales dashboard reporting effectiveness; and
- Assessing the use of enabling technology for improving reporting efficacy and reach.