Displaying articles, webcast archives, and management tools for the category "Sales Operations". Click here to see upcoming events for this category.
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
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
Webcast • Sales Compensation, Sales Operations
Quota Setting Best Practices for Sales OperationsOctober 19, 2011
Effective quota-setting programs are essential for growth planning, strategy, enabling productivity, and measuring results. Drawing from Better Sales Comp Consultants' recently-concluded research on sales operations’ quota-setting practices, this webcast features insights on what&r
Conference Archives • Sales Technology, Sales Operations
Predictive Analytics for Sales Leaders: What You Need to KnowOctober 19, 2011
From SMA's 2011 Sales Productivity and Performance Management Conference
Companies today are awash in data and metrics, creating information overload for sales leaders and sales people. Most sales reporting dissects what happened yesterday – what we have already sold. What is important is what will likely happen tomorrow – what we will sell - and then taki
Conference Archives • Strategy & Planning, Sales Technology, Sales Operations
The Science of Sales Force DeploymentOctober 19, 2011
From SMA's 2011 Sales Productivity and Performance Management Conference
Management's impact on sales productivity begins before the first sales call is made, when the sales deployment model is established. Sales deployment decisions define the who, what, when, where, and how of customer coverage - addressing how many and what type of salespeople will contact whic
Conference Archives • Sales Technology, Sales Operations
Increasing Revenue Performance Through Intelligent Sales ForecastingOctober 19, 2011
How can you increase win rates and accelerate revenue? With all the attention our organizations focus on the sales forecast, you would think we’d have better techniques and technology by now! In this interactive workshop, Cloud9 Analytics' Tracey Kaufman leads discussionon how best
Conference Archives • Sales Technology, Sales Compensation, Sales Operations
Measuring Return on Sales Performance ManagementOctober 19, 2011
Sales Performance Management (SPM) software solutions promise to enable and automate crucial aspects of sales management; and interest in these solutions is surging. How are practitioners using SPM, and are they realizing value from SPM investments? In this panel discussion, we’ll exam
