Displaying articles, webcast archives, and management tools for the category "Sales Operations". Click here to see upcoming events for this category.
Webcast • Sales OperationsResearch Update: Sales Operations Practices
October 01, 2015
"Sales operations” is the corporate function focused on sales force effectiveness. This webcast offers the first look at our recently-concluded research on sales operations' emerging practices, challenges, and trends. The research reveals core practi
June 19, 2015
The Rise of the Data-Driven Sales Manager
As B2B buying cycles grow more complex, sales professionals must continually acquire and adopt new skills to compete and win. Yet too often, when evaluating their team’s performance, sales managers focus exclusively on metrics such as quarterly bookings or quota achievement.
April 08, 2015
This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that con
Webcast • Sales OperationsHow to Drive Predictable Inside Sales Results
March 30, 2015
This webcast features business leaders from TinderBox and Angie’s List describing how their firms drive predictable sales results. Areas of focus include creating a repeatable process, developing effective messaging and value delivery, and ensuring consistent messaging.
February 27, 2015
This research update examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We will identify core practices, processes, and resources considered essential to forecasting; reveal fact
December 11, 2014
Onboarding programs attempt to accelerate new salesperson productivity and new hire success rates. Our recent research examines sales onboarding programs in business-to-business firms. Join us for this webcast, in which we’ll provide preliminary findings from the research,
October 09, 2014
A recent Aberdeen report on sales performance effectiveness reveals that there’s a large gap between best-in class firms and the rest of the pack when it comes to meeting quotas. While 84% of the best-in-class companies met quota, only 55% of average and 15% of laggard compa
October 08, 2014
By now, most companies have put in place an Incentive Compensation Management system to automate incentive calculations. Discover the 5 most common things that are holding back these companies from truly realizing the promise of Sales Performance Management systems. From poorly designe
August 22, 2014
Smart devices, cloud platforms, and mobile applications promise productivity increases for sales organizations. By 2020, 450 billion business transactions will take place on the Internet daily, and already mobile device sales are out-pacing those of PCs. But some sales organizations ma
August 07, 2014
Automating sales process holds great promise for improving sales force productivity. In this webcast we review findings from our recent research initiative on sales process automation, focused on how, why, and to what extent sales organizations are automating core sales processes.