...Presenters will detail how to develop effective sales messages, link them to process steps, and ensure their effective delivery by the sales organization.
WebcastGetting Sales Compensation Right
June 28, 2016
Less than effective sales compensation programs suffer from poor design decisions. Powerful and aligned sales compensation plans subscribe to a set of market tested building codes. Use these best-of-breed principles to build effective sales compensation plans that are simple, easily to understand and reward the right results.
Join Kevin Gray, Senior Portfolio Manager, Sales Performance Management at IBM, and David Cichelli, Senior Vice President, The Alexander Group for this informative session that will enable you to assess the strength of your sales compensation program.
WebcastHow to Harness the Power of Buyer Insights
June 21, 2016
The best performing companies know that it's buyers who now control the B-to-B sales process. That's why it's more important than ever for companies to craft personalize buyer journeys using a mix of prospect data, reliable information sources and meaningful interaction with the right decision-makers and influencers. The result is a framework that provides valuable buyer insights that will move customers toward the close.
In this webinar, we discussed:
- Which common sources prospects use to make decisions at each stage of the buyer journey.
- Which sales assets are most effective at the middle stages of the sales process.
- Why face-to-face interaction is most important at the end of the buying cycle.
- How to personalize the post-sale stage to build stronger customer relationships.
ResearchResearch Brief: Leading the Social Sales Force
June 15, 2016
Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing information on products and promotions, social media expand a company’s reach beyond its physical footprint and the first-degree contacts of its salesforce.
This research looks at how much social media use has changed since our last look in 2012, and how firms are responding to the opportunities they represent as well as how they support their effective use.
WebcastBuilding a Better Sales Manager
June 14, 2016
Upgrading the sales force? Your first stop should be first-line sales managers. No single role in the firm has a bigger impact on sales performance. Join us for an expert web panel exploring how firms are meeting manager development challenges. Panelists also addressed audience-submitted questions.
Drawing from our recent research initiatives in this area, we invited the panel’s insight on five challenges we consider important to sales manager development. These include:
- Improving managers’ hiring decision-making.
- Transitioning salespeople to management roles.
- Helping managers assess salesperson performance.
- Optimizing sales managers’ involvement in sales forecasting.
- Organizing sales manager training investments for maximum impact.
Webcast13 “Must Know” Management Approaches for Sales Leaders
June 03, 2016
Talent, compensation, CRM, enablement- there are many priorities competing for the attention of today’s sales leader. Join us to take a look at 13 key dimensions of a sales ecosystem, and how to prioritize when they all seem important to a successful sales transformation. Our customers are changing the way they buy, so our sales organization and its people have to change to succeed. In this session, we discussed how to diagnose and prioritize the 13 key sales dimensions to maximize return on investment through faster sales cycles, more accurate forecasting and the right talent structure.
This MHI Global webinar is designed to equip Sales Leaders with the latest insights and strategies to help improve sales performance.
Webcast registrants also received an infographic and slide presentation summarizing key concepts.
WebcastResearch Update: Assessing Sales Tools
May 27, 2016
Join us for our latest research insights on assessing sales tools. Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up how salespeople sell.
In the webcast, we provided a preliminary look at research findings before we finalized results in a comprehensive report, and provided commentary on the research implications and participated in an audience discussion.
High-level questions addressed in the study include:
- How do business-to-business firms identify, assess, and select new technology used by the sales organization?
- How do firms approach technology investment decisions?
- Which technologies have the greatest impact?
- Where does sales leadership realize the return from sales technology?
WebcastEnhancing Sales Operations’ Role as the Sales Force’s Change Agent
May 27, 2016
Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations departments are uniquely positioned to drive these efforts. But supporting strategic sales changes becomes challenging in the context of sales ops’ many tactical responsibilities, like reporting, territory alignment, or compensation administration.
In this web panel a group of sales operations experts reviewed how high performing firms organize sales operations to support effective change in the sales force. Specific topics included:
- Balancing strategic and tactical demands on sales operations.
- Sales operations staffing approaches.
- Structuring sales operations for maximum agility.
- Planning process that help optimize sales ops’ effectiveness.
WebcastReassigning Sales Territories: A Change Will Do Your Sales Force Good
May 19, 2016
Many sales forces grew large and successful with a “hands off” approach – one that might have included hiring good salespeople, putting them on commission plans, handing them a phone book and turning them lose. If they were good, they made lots of money. If not, they starved themselves out of the organization.
These companies soon reach a point where growth comes less easy – a point at which management asks: Are our senior salespeople too comfortable? Have we maxed out our market share? Are some customer segments less profitable than others? Are we bad at hiring millennials or are we just putting them in weak territories?
For many of these companies, re-evaluating territories with a more “hands on” and analytical approach is the secret to sparking new organic revenue growth in a stale organization. In this session we identify root causes of territory misalignment and explore analytical approaches to optimizing territory assignments.
ResearchResearch Brief: Assessing Sales Tools
May 04, 2016
Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up how salespeople sell.
This research examines how business-to-business firms identify, assess, and select new technology used by the sales organization. It also focuses on how firms approach technology investment decisions, which technologies are considered most impactful, and where sales leadership realizes return from sales technology.
Throughout this survey we use the term “sales tools.” We use the term somewhat generically to refer to any piece of software or hardware used to enhance sales productivity or effectiveness. However, the term excludes general-purpose applications such as email or spreadsheets.
WebcastThe Technology-Enabled Sales Coach
April 28, 2016
Technology is transforming how sales organizations sell, but also how they’re managed. Among technology’s greatest potential management benefits relates to coaching salespeople – an activity under-prioritized and poorly supported in most firms.
This webcast explores multiple technologies that amplify, automate, and enhance management’s coaching efforts. Our expert panel will present emerging concepts, new technologies, and case studies on technology enabled coaching, while also fielding audience questions. Join us for a fascinating discussion on how technology is changing sales coaching.