Webcast • Coaching for Performance, Leadership Development
Management By Riding Around: Conducting Ride-Alongs with SalespeopleJanuary 27, 2012
What’s the first thing a sales effectiveness consultant (worth their salt) will build into a proposal? Ride-alongs with your sales organization. The reason is simple: direct observation can tell you almost everything you need to know about a salesperson’s effectiveness. Ride shotgun e
Webcast • Strategy & Planning
Sales Effectiveness in the New Sales ParadigmJanuary 25, 2012
New Research on Sales Force Effectiveness From Forrester
Companies across all industries are rethinking their selling systems. Under continued pressure to improve productivity without raising selling expense, sales forces must now respond to disruptive changes in how customers buy. Empowered, digitally-armed and connected buyers are exerting greater co
Webcast • Sales Transformation
Measure What Matters: Evaluating the Success of Sales TransformationJanuary 17, 2012
Transforming a sales force involves substantial investments of time, people and money. How do firms measure the impact of their sales transformation initiatives, and calculate return on the investments required? This SMA webcast explores ideas for measuring and maximizing sales transformation inv
Webcast • Sales Process Management, Sales Operations
Sales Effectiveness Research Findings: 92 Signposts on the Road to 2012 Sales SuccessJanuary 11, 2012
From TAS Group's Dealmaker Index Research Initiative
In this SMA webcast, Wendy Reed, EVP Marketing of The TAS Group presents the results of TAS's global Dealmaker Index study, including implications for companies and individuals focused in improving sales performance. Based on an analysis of 92 sales performance factors, mapped agai
Research Brief • Sales Operations
2012 Sales Operations Issues StudyJanuary 05, 2012
The most recent update to our annual Sales Operations Issues study includes input from sales operations professionals from 125 firms, with median annual revenue of US$400 million. Highlights include analysis of sales operations departments' accountabilities, roles, and most important issues,
Research Brief • Strategy & Planning, Sales Operations
Supply Chain Has an Operations Plan. Does Your Sales Force?December 21, 2011
Companies typically apply operations strategy to the supply chain, establishing clear principles and processes for operating, directed at specific goals such as reducing costs and speeding up delivery times. The leaders of consulting firm Sales Economics, Inc., explain that applying the same kind
Webcast • Sales Technology, Sales Operations
Sales Operations' New Social AgendaDecember 15, 2011
Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations. In this SMA webcast, we’ll review how sales
Academic Research •
Management Practices in Solution Sales—a Multilevel and Cross-Functional FrameworkDecember 15, 2011
From The Journal of Personal Selling and Sales Management, Winter 2011
Business-to-business sales has changed from being an isolated function with little cross-functional influence to becoming an integrated part of long-term customer management and from an operational practice to a strategically focused part of business strategy. This suggests a need to change the u
Webcast • Leadership Development
Training Sales Managers: Best PracticesNovember 03, 2011
Sales managers can have an outsized impact on the sales organization’s performance. Why then, do so many companies invest so little in sales manager training? Firms that skimp on sales manager training forgo a critical opportunity to impact overall sales force effectiveness. In this SMA w
Webcast • Sales Process Management, Sales Operations
Playbooks, Portals, and Platforms:October 26, 2011
Three tools re-shaping tomorrow's sales organizations
Sales organizations are constantly innovating. In this webcast, we review three recent practices generating attention from leading sales organizations and solutions providers. These include sales playbooks, portals, and sales enablement platforms. Presented by Callidus/iCentera’s Craig Nels
