Webcast

Webcast

Developing Revenue Growth Initiatives

September 14, 2017

 

Organizations usually look to increase revenue, but often lack clear action plans for achieving their growth objectives. This webcast examines three sources of revenue growth – acquisitive growth, market growth, and organic revenue growth – while suggesting analysis techniques that help management diagnose growth impediments, identify actionable priorities, and quantify achievable objectives. Presenters will also present five categories of revenue growth initiatives (go-to-market strategy, human capital, rewards and incentives, organizational effectiveness, and sales enablement) using case study examples of firms successful in restoring positive revenue growth.

 

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Webcast

Webcast

Transform Your Sales Onboarding to Drive Better Outcomes

September 11, 2017

 

No matter the size of your sales team, the turnover you experience or the solutions you provide, onboarding new people can be an enormous challenge. Studies indicate the longer the time to achieve quota, the less likely someone is to succeed in their sales role. But how do you onboard new people in an efficient and effective manner without investing an exorbitant amount of money? This session offers a new paradigm for collaborative onboarding that promises to deliver better results, at a lower cost than ever before possible.

 

During the session you will learn:

 

a. How to develop a scalable, collaborative onboarding program that is equally effective for 2 or 2,000 new sellers

b. Strategies for securing broad support for your collaborative onboarding approach

c. How to engage and enable sales managers to participate in the onboarding of their new people

d. Strategies for leveraging your existing learning in the onboarding process

e. Approaches for assessing the progress of your new-hires and for productive interventions as needed

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Webcast

Webcast

Research Update: Sales Manager Training Tactics

September 01, 2017

 

As a follow-on study to last year’s research on sales manager training, this first look research review webcast takes a more detailed look at the specific topic, tactics, and priorities given to sales management training initiatives. It benchmarks firms’ investments in manager training, as well as specific approaches used to reinforce learning and measure results.

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Webcast

Webcast

Sales Enablement Success at Symantec

August 21, 2017


Last year Symantec acquired Blue Coat, defining its position as an innovative cybersecurity leader. At the time, Blue Coat was scaling rapidly with revenue exceeding $750 million. Chris Fulmer was a part of BlueCoat's sales enablement team as it scaled and is now Director of Sales Enablement for Symantec.


In our upcoming webinar on 17 August, Fulmer details how BlueCoat leveraged sales enablement initiatives as it doubled its sales team. He will also discuss sales enablement's vital role in mergers, and how a data-driven sales enablement approach is essential for maximizing sales effectiveness.

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Webcast

Webcast

Research Update: Measuring Sales Force Activity

August 10, 2017

 

Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts.

 

Topics addressed include the nature and quality of salesperson activity tracking, the methods utilized to collect information, the types of activities considered most important to track, and the various ways management applies activity data.

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Webcast

Webcast

Research Brief: Sales Performance Management Priorities

August 08, 2017



This research examines sales organizations’ sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecasting, territory design, salesperson deployment, quota allocation, and incentive compensation management. Our study identi es which elements of the SPM mix provide the greatest value to sales leadership, which represent the most important improvement priorities, and where managers are realizing return on SPM investments.



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Webcast

Webcast

Research Update: Sales Performance Management Priorities

August 04, 2017

 

Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management.

 

The research will identify which elements of the SPM mix provide the greatest value to sales leadership, and which represent the most important priorities for improvement. It attempts to quantify return on capability investments in SPM disciplines, and uncover best-practice SPM approaches among high-performing firms.

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Webcast

Webcast

Simple Steps to Transform Your Sales Process

July 27, 2017

 

Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue as substantial benefits, and include increased selling time, higher quality sales outcomes, and faster execution.

 

In this webcast we examined a series of these ideas, presented by a practitioner panel. Topics discussed include how to identify improvement opportunities, approaches for testing and evaluating new tools, and other practices focused on improving sales process.

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Webcast

Webcast

Your Customer Service Training is Sabotaging Your Sales Training

July 24, 2017

 

Twenty years ago, it took a relatively long time to build a bad reputation. Today, with the megaphone of social media, it can happen in seconds. And when it does, all the good will your salespeople have worked so hard to build up will be wasted. Without a consistent approach and mindset to bridge the gap between sales and service, your organization could be risking revenue, customer loyalty and even great salespeople, who won’t want to stick around when the relationships they’ve spent months developing are destroyed in an instant by a fumbled customer service issue.

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Webcast

Webcast

Fix Sales Forecasting Forever

July 21, 2017

 

For many organizations, sales forecasting is a massive exercise in futility. No matter the approach, it always seems to consume a tremendous amount of energy and produce a dubious result. It doesn’t have to be this way! During this session, attendees learn a simple, new approach that will forever change how you forecast – reducing the level of effort and increasing forecasting accuracy.

The session will include an overview of:

  • A simple mathematical model that can be used to test the validity of your forecast
  • The only 6 metrics that affect your sales forecast and how to use them
  • How to use calculated win probabilities to bring objectivity into your opportunity-based forecast
  • How you can eliminate Excel spreadsheets from your forecasting exercise

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