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

Webcast

Webcast • Strategy & Planning, Sales Process Management

Developing Revenue Growth Initiatives

September 14, 2017

  Organizations usually look to increase revenue, but often lack clear action plans for achieving their growth objectives. This webcast examines three sources of revenue growth – acquisitive growth, market growth, and organic revenue growth – while suggesting analysis techniq

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics, Sales Performance Management

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

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Operations, Analytics

Forecast Accuracy: Five Best Practices in Sales Analytics and Planning

April 10, 2017

   Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations’ most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by

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Webcast

Webcast • Strategy & Planning, Sales Operations, First Line Sales Management

Research Update: Sales Force Attitudes Towards Forecasting

March 30, 2017

Our recent research reveals surprising differences in how sales managers and salespeople view forecasting. In this web-based video panel, we explore what these differences and their impact on forecasting effectiveness. Join two practitioners and Vantage Point Performance’s Jason Jordan f

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Webcast

Webcast • Strategy & Planning, Sales Process Management, Sales Enablement

Scaling Account-Based Selling

February 27, 2017

Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel, and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology and anemerging discipli

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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 • Strategy & Planning, Sales Technology, Sales Operations, Analytics, Sales Performance Management

Harnessing Sales Data to Drive Revenue

December 09, 2016

Learn how Tableau uses data to create a culture of accountability and foster a data-driven sales organization that routinely hits targets. Watch sales representatives explain what data drives their behaviors and even see the dashboards that they use most. Learn how to leverage data visualizati

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics, Sales Performance Management, Territory Management

Beyond the Numbers: Why You Shouldn't Ignore Salesperson Capability in Assigning Territories and Quotas

December 02, 2016

  Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a certain geography. While these are important, best practice firms also consider the performance capability of salespeople and their available capacity

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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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Webcast

Webcast • Strategy & Planning, Sales Process Management, Coaching

Building the Sales Force’s Digital Playbook

September 29, 2016

  With a digital sales playbook, salespeople can easily find the right messaging and content, in context, right when they need it. In this session we provided a framework on how to take your existing sales messaging and content, link it to each sales process stage, and ensure its effecti

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