Webcast

Webcast

Transform Sales by Leveraging Sales Operations as a Service

May 08, 2017

 

Are your incentive compensation plans driving the right behaviors? Do you have the information you need to effectively plan your territories and quotas? Do you lack essential skills in your sales operations function? Sales Operations as a service is an approach that can address a growing sales operations function’s challenges.

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Webcast

Webcast

Sales Enablement: Making the Pain Worth the Gain

April 27, 2017


According to the latest Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the percentage of organizations that have a Sales Enablement function has grown by 69 percent since 2013, while only 1/3 of organizations have met or exceeded their Sales Enablement outcomes in the last two years. On top of that, only 56 percent of salespeople are meeting or exceeding their quotas. 

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Webcast

Webcast

Research Update: Sales Analytics Capabilities

April 20, 2017


This webcast summarizes findings from recently concluded Sales Management Association research on sales organization’s analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales management needs and routinely available reporting output, and explores emerging analytics capabilities such as cognitive analysis.

 

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Webcast

Webcast

Driving Sales Enablement Adoption and Engagement

April 17, 2017

 

This webcast focuses on deploying sales enablement technology. Addressing best practices in content mapping, training, and platform adoption it will equip sales enablement leaders with practical frameworks and actionable ideas for driving platform success.

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Webcast

Webcast

Forecast Accuracy: Five Best Practices in Sales Analytics and Planning

April 10, 2017

  

Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations’ most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by recent research from Ventana Research.

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Webcast

Webcast

Research Update: Salesperson Learning Preferences

April 06, 2017

 

Join us for a first look at a recently concluded research on how salespeople prefer to learn, and the effectiveness of various learning delivery approaches. This webcast examines training modalities such as in-the-field coaching, online courses, and classroom instruction, as well as more specific communication media such as web, print, video, and mobile applications.

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Webcast

Webcast

Research Update: Salesperson Retention and Turnover

April 03, 2017

 

Sales positions are notoriously tricky to recruit for, and high performing salespeople challenging to retain. Join us for a first look at recently concluded research as we investigate sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes of salesperson churn, methods used by organizations to retain salespeople, and the impact of these strategies on sales force and firm results.

 

Read the updated research.

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Webcast

Webcast

Research Update: Sales Force Attitudes Towards Forecasting

March 30, 2017


Our recent research reveals surprising differences in how sales managers and salespeople view forecasting. In this web-based video panel, we explore what these differences and their impact on forecasting effectiveness. Join two practitioners and Vantage Point Performance’s Jason Jordan for a fascinating look at an infrequently considered but critical influence on forecasting.

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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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