The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well as best practice approaches for...
This research investigates how salespeople prefer to learn, and the effectiveness of various learning delivery approaches. It examines training modalities such as in-the-field coaching, online courses, and classroom instruction, as well as more specific communication media...
What if not just “what” you sell, but “how” you sell is your most compelling competitive advantage? To answer that question (and many more…) an increasing number of companies are investing in sales enablement talent and technology as a means to increase team productivity...
Sales enablement leaders map content investments to crucial buyer/seller interactions. A comprehensive “content map” helps promote cross-organizational endorsement and aligned objectives. This webcast reviews best practices for taking stock of available content, prioritizing needs, and...
WebcastResearch Update: Enabling Indirect Sales Channels
February 23, 2017
Join us on this webcast for a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.
Specific questions addressed include:
- What influences indirect sales channels’ effectiveness in delivering a selling firms’ value proposition?
- What indirect channel support investments are most impactful for selling firms?
- What indirect channel management practices drive significant value for selling firms?
- How can selling firms gain higher indirect channel mindshare for their offerings?
ResearchResearch Brief: Investments in Salesperson Skill Development
January 25, 2017
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, or 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.
WebcastSales Performance Management Series Webcast 5: Aligning HR and Sales with Effective Sales Targets
January 23, 2017
Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offers frameworks and best practices for establishing effective sales objectives and incentives.
WebcastThe Future of Pipeline Generation
January 13, 2017
With a strong enough pipeline, sales teams can consistently hit their numbers. Where should sales leaders invest to ensure a healthy and sustainable pipeline? In this webcast, we help make sense of the dizzying array of pipeline investment alternatives, such as sales development roles, sales communication platforms, and account-based marketing initiatives, while exploring best practices for consistent pipeline generation.
ResearchResearch Brief: Managing Sales Compensation
January 05, 2017
Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization’s attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examines current sales compensation management practice, quantifies factors differentiating high and low performing firms in this area, and identifies emerging issues and management priorities.
ResearchResearch Brief: Refocusing Sales Operations
December 21, 2016
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. Along the way, they must also respond to the sales organization’s day-to-day tactical support requirements – like reporting, territory alignment, or compensation administration. This mix of strategic and tactical responsibilities represents a considerable challenge to sales operations departments. This research is focused on identifying emerging practices in sales operations that address this central challenge.
WebcastCase Study: Simplifying Sales Process with Workflows at Siemens
December 19, 2016
Using workflow automation to simplify selling effort and increase efficiency, Siemens realized improvements in customer satisfaction and well as productivity. Join us as Siemens shares there experience with sales workflows and details best practices for automating sales process.
WebcastImproving Sales Growth With Cross-Selling and Up-Selling
December 15, 2016
Improving cross-selling and up-selling existing customers can dramatically impact overall sales growth, and represents highly actionable and profitable opportunity for most sales forces. This webcast explores how aligning sales efforts with customer success can improve cross-selling and up-selling success while also keeping your customers happy.
WebcastSales Performance Management Series Webcast 4: Motivating the Right Behavior with Incentive Compensation
December 15, 2016
Every sales manager needs to strike the right balance between recognizing top performers and incentivizing strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single “right answer” for how to set up an incentive program. This webinar will discuss some key tactics to setting the right plans to make a greater impact on the bottom line.
WebcastPNC Bank Case Study: How a Single Dashboard Transformed Sales Management
December 14, 2016
PNC Bank's Lending Business Intelligence team radically reconfigured the management reports it provided sales leadership, streamlining insights into a single, powerful dashboard. In this webcast, they'll review three techniques critical to their efforts, and will demonstrate the Tableau reporting tools used to transform their reporting environment.