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

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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Webcast

Webcast • Sales Process Management, Sales Operations, Sales Transformation

Getting Sales Compensation Right

June 28, 2016

Less than effective sales compensation programs suffer from poor design decisions. Powerful and aligned sales compensation plans subscribe to a set of market tested building codes. Use these best-of-breed principles to build effective sales compensation plans that are simple, easily to underst

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Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness

13 “Must Know” Management Approaches for Sales Leaders

June 03, 2016

  Talent, compensation, CRM, enablement- there are many priorities competing for the attention of today’s sales leader. Join us to take a look at 13 key dimensions of a sales ecosystem, and how to prioritize when they all seem important to a successful sales transformation.  O

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