Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time.
The sales force remains one of the largest single-expense lines on a company’s balance sheet.
Webcast2015 MHI Sales Best Practices Study - Decoding the Decision Dynamic
May 26, 2015
MHI Research Institute’s Tom Chamberlin presents findings from MHI’s recent research in a special webcast for the Sales Management Association’s audience.
Now in its 12th year, the MHI Sales Best Practices Study captures and measures the behaviors, attributes and performance of World-Class Sales Performers, providing a foundation for benchmarking organizations against World-Class Sales Performers and other data segments including industries, geographies and sales roles.
The analysis of the 2013 Miller Heiman Sales Best Practices Study focused on the attributes found in the World-Class Sales Performer: Customer Core, Collaborative Culture and Calibration for Success.
Last year, the analysis of the 2014 study identified the behaviors of World-Class Sales Performers: Provide Perspective, Conscious Collaboration and Performance Accountability, and connected them to the world-class organizational attributes to define a high-performance sales culture.
In 2015, MHI's focus is on the continuous shifting of buyer behaviors and how world-class sales professionals and organizations are adapting by changing how they Connect, Collaborate and Calculate value for their customers.
WebcastShow Me the Money – The Power of Sales Analytics
May 26, 2015
In this webinar, you will see how sales analytics and dashboards become part of the sales team daily routine. The focus will be on dashboards that sales leverage to manage their time, measure performance, collaborate globally, strategically target territories, and more! Tableau Sales Vice President of Sales Operations will show you how sales performance management is obtained and adopted across the organization.
WebcastResearch Update: CRM Usage
May 15, 2015
The CRM promises enormous potential for improving sales organization productivity, but companies have had mixed success in leveraging CRM to drive transformational sales effectiveness improvements. This research attempts to understand CRM's impact on sales organization effectiveness, identifies what drives successful CRM deployments, and prioritizes where organizations can improve their utilization of CRM.
Results from our recent survey will enable sales leaders to assess their organization's CRM use and identify sales effectiveness-impacting improvement opportunities. Specifically, we examine:
- CRM's impact on selling activities (e.g., account management, targeting, lead generation, lead management, selling team coordination, sales conversion)
- CRM's impact on selling results (e.g., existing account retention and penetration, new account acquisition, pricing)
- CRM utilization
- Management's priorities in using CRM to impact sales effectiveness Key improvement areas for CRM adoption
- CRM's impact on essential management activities, including targeting, opportunity identification, pipeline management, activity tracking, sales and marketing coordination, sales process efficiency, performance reporting, coaching facilitation, incentives reporting, and communication management.
WebcastFlipping the Sales Force
May 11, 2015
Teaching and selling share common challenges. That glazed look in a reluctant prospect’s eyes? It’s surely familiar to teachers, who, like salespeople, too often lecture instead of interacting. Bueller?
Just as sales forces are rethinking how to engage customers, educators are similarly innovating in the classroom. In both cases, technology is playing a crucial role. The “flipped classroom” is among the most interesting of these innovations. Flipping the classroom inverts traditional knowledge delivery – pushing lecture content online, and reserving classroom time for interactive learning activities.
Likewise, sales forces are embracing the flipped classroom in ways that affect interactions both inside and outside the firm. In this webcast, we’ll review the innovation underlying the flipped classroom concept, explore how it can help sales forces, and learn from practitioners implementing flipped classroom principals with sales organizations.
WebcastThe Top Sales Planning Best Practices for 2015
May 04, 2015
How do you know if your sales plans are delivering on their promises? What if you need to make course corrections or new opportunities are presented? Are you ready to answer these questions?
Every year, it’s the same cycle, you model the right territories, set quotas, model variances, build plans, and have an amazing sales kick off. Now what? Are your sales reps actually motivated and engaged? Are you under / over capacity or did you set the wrong targets? Is there finance and sales friction on what the numbers should be?
Learn how your organization can be on a proven path to rapid results with the right processes, people and technology. Specifically, we'll explore important considerations such as:
- Integrated Planning
- Holistic Sales Performance Approaches
- Adapting to Market Changes
- Change Management & Collaboration
WebcastHow to Build Business Awareness and Drive Sales Productivity
May 01, 2015
If you’re a sales leader, you understand how vital it is to improve sales productivity. Listen to this webinar in which Joe Galvin, Chief Research Officer of the MHI Research Institute, shares the latest data on productivity drivers that support sales leaders in making decisions about strategic investments to drive sales productivity, including:
- The evolution of marketing’s contribution to sales
- Achieving a knowledge advantage: how technology enables collaboration
- How organizations measure and address new hire time to performance
Insights shared in this webinar are based on data from the 2014 Sales Performance & Productivity Study. The 2014 results featured the theme “Building Business Awareness.” In this presentation, you will learn frameworks for addressing business awareness through operations, enablement, training and technology.
WebcastResearch Update: Measuring Sales Managers' Effectiveness
April 20, 2015
Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics?
Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs). Specifically, we examine:
- What tools and processes are used to define, measure, and assess FLSM performance?
- Which measures of FLSM effectiveness are most important?
- Do FLSM incentive compensation plans use consistent performance measures?
- What gaps exist in firms’ FLSM performance measures?
WebcastBeyond the Commission: Staying Ahead of the Sales Performance Management Maturity Curve
April 17, 2015
In many companies today, the sales department is managed independently of the Human Resources function. Sellers are naturally different in that they hold more of the fate of the company's fortune in their hands than any other line of business.
Join Peter Ostrow, VP and Group Director at the Aberdeen Group, to learn how organizations can adopt a more sustainable and mature approach to running a successful sales organization. In this webcast, you will not only learn how best-in-class organizations deploy and support the automation of traditional compensation management (ICM), territory and quota solutions, but also what leading-edge trends and new technologies they are adopting to ensure they stay ahead of the sales performance management curve.
- Why the link between sales employee satisfaction and overall enterprise performance should matter to you
- Surprising data about the true cost of sales turnover
- Non-cash incentives: should I bother?
- When sales reps can handle more data than you ever thought possible
- Why Mr. Spock would have made a better sales leader than Captain Kirk.
You will also hear from Fred Sass, Worldwide Marketing Executive for IBM Sales Performance Management, who will share how leading organizations are gaining a competitive advantage, increasing revenue and driving growth with sales performance and incentive compensation programs.
Research BriefResearch Brief: Sales Forecasting Effectiveness
April 08, 2015
This research 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 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.
Specifically, this research addresses 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?
An initial review of findings was also featured in a webcast, which may be viewed here:
WebcastIncentive Compensation Design: Factoring Forecast Accuracy Into Your Plans
April 02, 2015
How much will your organization sell this year? Who will sell it? When? And at what margin? Being able to answer these questions not only helps you set investor expectations, it enables you to implement accurate sales quotas, design effective compensation incentives, and drive performance.
Join Donya Rose, director at Towers Watson, for a discussion on forecast accuracy and the impact it can have on your compensation plans—and sales performance as a whole.
Anaplan’s sales solutions expert Kevin Gray will also be on hand to answer questions, including:
- How does forecast accuracy affect compensation plan design?
- What can you do to make your quotas more accurate, even when your sales forecast accuracy is just what it’s always been?
- How about forecast accuracy as a sales incentive measure? If it’s so important to the business, should we incentivize it?