Displaying articles, webcast archives, and management tools for the category "Analytics". Click here to see upcoming events for this category.

research

Research • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Research Brief: Sales Analytics Capabilities

April 21, 2017

  This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always

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research

Research • Sales Compensation, Analytics

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 examin

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research

Research • Strategy & Planning, Sales Technology, Sales Operations, First Line Sales Management, Analytics

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.   It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objec

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research

Research • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Research Brief: Sales Forecasting Effectiveness

April 08, 2015

  This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that con

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conference archivesThis resource is only available for Archive Eligible members

Conference Archives • Sales Operations, Channel Management, Analytics

Analytics Strategy for Channel Intensive Sales Organizations

October 08, 2013

  Channel organizations represent unique challenges for sales performance analytics. These challenges include gaining access to data; cleaning, standardizing, and staging information from disparate sources; and coordinating an analytics strategy across multiple organizations. In this pan

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research

Research • Sales Operations, Analytics, Configure-Price-Quote

Beyond the Price Waterfall

March 05, 2012

The Price Waterfall is a great tool for understanding the effect of pricing and discounting – but it’s only a starting point. It is of limited value if it is not preceded and accompanied by efforts directed at the other influences on the pricing operation. Properly link

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conference archivesThis resource is only available for Archive Eligible members

Conference Archives • Strategy & Planning, Sales Operations, Analytics

Analytics for Measuring Sales Force Effectiveness

October 19, 2011

How do sales leaders know if their sales teams are effective? What measures provide the most accurate insight? Common measures of “effectiveness” include the sales force’s ability to achieve goals set by management; their production of sales revenue, profit, or volume; or their

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management tool

Management Tool • Coaching, First Line Sales Management, Analytics

Manager's One-on-One Coaching Report

June 21, 2011

A Summary Form for Documenting Coaching Discussions

Documenting sales coaching conversations is key to the process of coaching salespeople. This simple form provides an efficient way for managers to document all the important aspects of one-on-one coaching discussions. Provided by AXIOM Sales Force Development, the form is explained as part of AXI

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research

Research • Sales Process Management, Sales Operations, Analytics

Improving Sales Pipeline Performance

May 09, 2011

For companies with complex sales cycles – in high technology, industrial machinery, and advanced materials, for example – improving sales pipeline performance is essential for achieving revenue growth. But these firms face significant challenges determining which accounts should be th

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case study

Case Study • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Case Study: Sales Pipeline Management

April 30, 2010

Insights from NCR's Global Sales Operations

SMA's Sales Operations Advisory Board recently identified a list of issues critical to sales operations. Near the top of their list: improving forecasting accuracy and pipeline management effectiveness. In this Sales Management Association Case Study Webcast, Sales Operations Advisory Bo

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