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

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 • Sales Operations

Research Update: Refocusing Sales Operations

November 11, 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 org

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management

Sales Performance Management Series Webinar 1: Account Segmentation and Scoring

November 08, 2016

We kickoff a five-part series on sales performance management fundamentals with a webcast on account segmentation and lead scoring by Rowan Tonkin from Anaplan and Tony Yeung from Zs Associates. This topic focuses on aligning sales coverage with marketing strategy, and touches on account

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Webcast

Webcast • Coaching, Leadership Development, Sales Operations

From Boss to Coach: Turning Great Sales Managers into Great Coaches

October 19, 2016

  Success in sales isn’t based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson’s internal drivers/barriers, much less have a meanin

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Webcast

Webcast • Coaching, Sales Operations, Channel Management, Sales Performance Management

Enabling Channel Sales

September 22, 2016

Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. In this webcast, we reviewed key elements of effective channel enablement str

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Webcast

Webcast • Strategy & Planning, Sales Process Management, Sales Operations, Selling Effectiveness, Analytics

Research Update: Sales Forecasting Effectiveness

August 30, 2016

  A study of emerging trends and best practices for sales leadership. This research examined sales forecasting in business-to-business organizations. Research questions identified core practices, processes, and resources considered essential to forecasting; revealed factors that contribu

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Webcast

Webcast • Leadership Development, Sales Operations, Sales Training

Sales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach

August 11, 2016

Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,” but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienced field sales managers poo

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Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness

Secrets to Making Your Sales Methodology Stick

July 28, 2016

  Sales forces spend countless hours installing new sales processes and training salespeople to execute them. But despite these investments, most fail to reach adoption levels sufficient to make the new sales methodology “stick.”   The reality is that successful

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Webcast

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

Sales Messaging: Managing Quality, Consistency, and Effectiveness

July 12, 2016

  Sales organizations with predictable, profitable revenue growth are defined by consistency in process, messaging, and execution. This webcast focused on how high performing firms establish consistent practices in these three areas.   Using case study examples and best prac

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