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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Webcast

Webcast

Building for Growth – Creating a Successful Model of Future Sales Compensation

July 20, 2017

 

As companies move through the growth curve towards maturity, selling strategies need to change. During this period, legacy sales compensation plans and processes often struggle to keep up. This can create misalignment between the tactics needed for growth and the motivation of the sales force.

 

This webinar describes the top five tips for how to create a successful model of future sales compensation. The tips cover compensation plan design, as well as the scalable processes needed to future-proof your model.

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Webcast

Webcast

Modern Learning for the Modern Sales Team

July 17, 2017

 

In the age of Snapchat and YouTube, today’s sales professionals live on their mobile devices to connect, collaborate and learn. Considering people process visuals 60,000 times faster than text, and that adding visuals increases information retention 5.5x, it’s critical that modern sales teams incorporate video into their sales learning strategy.

 

This webcast examines how sales learning can be designed to fit the way modern sales teams work today. Topics discussed include the effective use of peer learning and social sharing to drive sales performance, and why mobile video technology works so well for coaching, collaboration and reinforcing new learning.

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Webcast

Webcast

The Missing Link in Your Coaching Initiative – The Head Coach

June 29, 2017

 

Many sales organizations recognize the tremendous value effective coaching can add to their other sales initiatives. Unfortunately, most coaching programs produce little change in the behavior of sales managers. Why is this, and what can you do to ensure your coaching initiative doesn’t suffer a similar fate? Join us for this informative session where we will help you unlock the key to maximizing the impact of your coaching programs by providing specific strategies and tactics to help your sales leaders play the critical role of head coach. In any performance organization, an effective head coach is essential to helping other coaches stay on task, develop their people and drive performance.

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Webcast

Webcast

When Challengers Fail - Refocusing Sales Efforts to Keep and Grow Customers

June 26, 2017

 

What happens when a salesperson accustomed to challenging the status quo becomes the status quo? Like the dog that catches the car its chased, or a gadfly unexpectedly elevated to political power (to wit: our current US political drama), those best at upending the present may offer dubious value in the future. In fact, new sales research shows “challenging” is poorly suited for retaining and expanding customer relationships; which is to say, for the overwhelming majority of firm sales.

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Webcast

Webcast

Setting Sales Up for Success to Meet Quota

June 06, 2017

 

According to a recent study from Sales Management Association, " organizations consider less than one out of five new sales hires added over the past 24 months to be successful." If you are a sales leader, meeting quota may seem daunting.

As we rapidly approach the middle of the calendar year and begin the dog days of summer, learn what you can do to help more sales reps achieve quota. Join Justin Lane, Director of Product Marketing at Xactly, and Bob Kelly, Chairman at Sales Management Association, for best practices to help you provide your sales reps with the right skills and behaviors to be successful.

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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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