Webcast

Webcast

Research Update: Salesperson Development Priorities

March 24, 2017

 

Join us for a first look at recently concluded research on how firms develop salespeople, the value sales leaders place on specific salesperson characteristics, and how well actual sales training and development activities align with those values. The research defines how companies answer the question, “What makes an effective salesperson?” and also “How do we develop effective salespeople?” Specific areas of inquiry include salesperson knowledge and skill, as well as achievement drive, attitude, and enthusiasm.
 

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Webcast

Webcast

Optimizing Sales Management Processes

March 23, 2017


Process discipline characterizes the approach many productive sales organization take to managing selling activity, but those same firms often neglect to treat sales manager activities with the same rigor. This webcast makes the case for establishing sales management process, while detailing how successful firms implement effective management process.

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Webcast

Webcast

Creating and Validating a Sales Content Map

March 17, 2017

 

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 positioning content where sales and marketing teams can make the most of it, while developing an effective content map as part of sales enablement strategy.

 

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Webcast

Webcast

Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance

March 16, 2017


Sales coaching is widely acknowledged as a high value productivity investment, a view reinforced by Sales Management Association research. Yet few sales forces have impactful coaching programs due in part to the challenges of effectively allocated management’s limited coaching bandwidth. This webcast focuses on how technology enabled analytics can focus coaching effort on the highest return opportunities, and yield optimal sales force productivity gains.

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Webcast

Webcast

Harnessing Mobile Video to Certify Learning Outcomes

March 14, 2017


Sales organizations invest mightily in salesperson training. But these investments are often ineffective, in large part because desired outcomes are not observed, validated, and certified. This webcast explains how mobile video can address these challenges, transforming conventional training approaches and dramatically improving training outcomes.

Topics addressed include:

  • Shortening ramp time for new hires with peer-generated content
  • Perfecting message delivery without practicing on customers
  • Certifying without the challenges of travel and scheduling
  • Complying with regulations and validating long-term knowledge retention

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Webcast

Webcast

Calculating the ROI of Your Sales Enablement Programs

March 09, 2017


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, improve competitiveness, and ultimately, grow revenue. And with good reason -- the business of sales is as complex today as it’s ever been.

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Webcast

Webcast

Establishing 2017 Sales Enablement Priorities

March 02, 2017

 

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 optimizing existing sales enablement investments.

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Webcast

Webcast

Scaling Account-Based Selling

February 27, 2017


Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel, and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology and anemerging discipline known as “Account-Based Marketing (ABM)”.

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Webcast

Webcast

Research Update: Enabling Indirect Sales Channels

February 23, 2017


This webcast features 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.

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Webcast

Webcast

Sales 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.

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