Webcast

Webcast • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Update: Enabling Indirect Sales Channels

February 23, 2017

Join us on this webcast for a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indi

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research

Research • Coaching, Selling Effectiveness, Sales Training

Research Brief: Investments in Salesperson Skill Development

January 25, 2017

  Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their sale

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Webcast

Webcast • Sales Operations, Sales Performance Management

Sales Performance Management Series Webcast 5: Aligning HR and Sales with Effective Sales Targets

January 23, 2017

Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offer

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Analytics, Sales Performance Management

The Future of Pipeline Generation

January 13, 2017

With a strong enough pipeline, sales teams can consistently hit their numbers. Where should sales leaders invest to ensure a healthy and sustainable pipeline? In this webcast, we help make sense of the dizzying array of pipeline investment alternatives, such as sales development roles, sales c

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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 • Sales Operations

Research Brief: Refocusing Sales Operations

December 21, 2016

Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales organizatio

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Sales Enablement

Case Study: Simplifying Sales Process with Workflows at Siemens

December 19, 2016

Using workflow automation to simplify selling effort and increase efficiency, Siemens realized improvements in customer satisfaction and well as productivity. Join us as Siemens shares there experience with sales workflows and details best practices for automating sales process.

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Webcast

Webcast • Strategy & Planning, Sales Performance Management

Improving Sales Growth With Cross-Selling and Up-Selling

December 15, 2016

Improving cross-selling and up-selling existing customers can dramatically impact overall sales growth, and represents highly actionable and profitable opportunity for most sales forces. This webcast explores how aligning sales efforts with customer success can improve cross-selling and up-sel

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Webcast

Webcast • Sales Compensation, Sales Operations, Sales Performance Management

Sales Performance Management Series Webcast 4: Motivating the Right Behavior with Incentive Compensation

December 15, 2016

Every sales manager needs to strike the right balance between recognizing top performers and incentivizing strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, the

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics

PNC Bank Case Study: How a Single Dashboard Transformed Sales Management

December 14, 2016

PNC Bank's Lending Business Intelligence team radically reconfigured the management reports it provided sales leadership, streamlining insights into a single, powerful dashboard. In this webcast, they'll review three techniques critical to their efforts, and will demonstrate the Tablea

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