Displaying articles, webcast archives, and management tools for the category "Sales Technology". 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 Technology, Sales Operations, Channel Management, Sales Enablement

Research Brief: Enabling Indirect Sales Channels

April 21, 2017

  This research investigates tactics used by firms in support of indirect sales channels – the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can aff

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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 • Sales Technology, Selling Effectiveness

Research Brief: Leading the Social Sales Force

June 15, 2016

  Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing

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research

Research • Sales Technology, Selling Effectiveness

Research Brief: Assessing Sales Tools

May 04, 2016

  Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up

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research

Research • Sales Technology

Research Brief: Sales Performance Reporting

February 16, 2015

  Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management prioriti

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conference archives

Conference Archives • Sales Technology

Technology’s Impact on the Learning Sales Organization

October 25, 2012

  Launching a corporate sales training initiative? You’ll be sailing into a strong headwind, with two currents of gathering strength. One is the poor ROI on traditional classroom-style classroom training – a learning mode many firms are divesting in; the second is the force o

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conference archives

Conference Archives • Strategy & Planning, Sales Technology, Sales Operations

Managing Sales Territories for Maximum Sales Force Productivity

October 25, 2012

Well designed territories impact the productivity and efficiency of your sales resources. Effective territory management allows you to quickly respond to changing go-to-market priorities, support the increasing diversity of coverage models and is a critical linchpin of your sales compensation pro

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conference archives

Conference Archives • Sales Technology, Sales Operations

Business Intelligence for the Mobile Sales Manager

October 24, 2012

Mobility and analytics represent two technology trends of supreme importance to sales organizations. Adoption of mobile devices, such as smart phones and tablets, is exploding, while innovations in web technology are delivering critical data in near real-time speed. Sales operations departments n

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conference archives

Conference Archives • Sales Technology, Sales Operations

Leveraging Marketing Investments in Sales Performance Management

October 24, 2012

  Marketing and sales costs are among most organization’s largest expenses, yet most firms believe marketing and sales efforts could be better integrated. This workshop focuses on how two vital sales and marketing processes – sales territory management and lead generation &nd

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