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

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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Webcast

Webcast • Sales Operations, Selling Effectiveness, Sales Training

Enhancing Sales Operations’ Role as the Sales Force’s Change Agent

May 27, 2016

Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations departmen

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Webcast

Webcast • Sales Operations, Selling Effectiveness

Solving Sales Operations Biggest Challenges in 2016

March 24, 2016

  Sales operations leaders play a crucial role in translating firm objectives into actionable sales force plans and programs and ultimately achieving sales growth. In fact, recent research from the SMA  shows that sales operations’ responsibilities are expanding, and that sale

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Webcast

Webcast • Sales Operations, Selling Effectiveness, Analytics

Five Places Sales Operations is Focusing for Productivity

January 28, 2016

  Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this webcast from MHI Research Institute’s To

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