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Research

Research 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.

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research

Research

Research 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. 

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Webcast

Webcast

Case 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.

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Webcast

Webcast

Improving 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.

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Webcast

Webcast

Sales 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.

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Webcast

Webcast

PNC 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.

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Webcast

Webcast

Harnessing Sales Data to Drive Revenue

December 09, 2016


Learn how Tableau uses data to create a culture of accountability and foster a data-driven sales organization that routinely hits targets. Watch sales representatives explain what data drives their behaviors and even see the dashboards that they use most. Learn how to leverage data visualization within your sales organization to increase sales, forecast accurately, manage time, and improve performance.

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Webcast

Webcast

Sales Performance Management Series Webcast 3: Creating a Comprehensive Approach to Sales Forecasting

December 07, 2016


Our five-part sales performance management series continues with a webcast on sales forecasting. Sales forecasting is an essential sales planning activity, but is too often characterized by guesswork, gamesmanship, and missed targets. This webinar focuses on ways sales leaders can drive transparency and accuracy in the context of a comprehensive approach to sales forecasting.

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Webcast

Webcast

Enabling Advanced Pricing Analytics at United Rentals

December 06, 2016


United Rentals has 5000+ contractual agreements with its largest and most valuable customers. These agreements are primarily maintained by the sales team of 2000+ sales professionals who utilize Salesforce.com as the primary CRM platform. In addition to Salesforce.com the sales team is also heavily dependent on internal data that is used to analyze and construct contractual agreements with its customers. The process of adequately analyzing agreements, tracking approval flow and finalizing agreements within the ERP system was lacking and inefficient at best. The difficulties in the legacy process led to reduced productivity, less than adequate analysis, and in some cases loss of revenue and ultimately profitably.

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Webcast

Webcast

Beyond the Numbers: Why You Shouldn't Ignore Salesperson Capability in Assigning Territories and Quotas

December 02, 2016

 

Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a certain geography. While these are important, best practice firms also consider the performance capability of salespeople and their available capacity. In this webcast, Sales Globe’s Mark Donnolo makes the case for including “people potential” in territory and quota planning, while outlining an approach to T&Q planning that begins with segmentation and targeting.

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