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

Webcast

Webcast • Sales Technology, Sales Compensation, Sales Operations, Sales Performance Management

How to Avoid the 5 Most Common Mistakes with Sales Incentive Systems

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

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Configure-Price-Quote

Three Best Practices for Modernizing Lead-to-Money Processes

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

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations

Research Update: Automating Sales Processes

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.

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Webcast

Webcast • Sales Operations, Analytics

Research Update: Sales Performance Reporting - Usage and Practices

June 30, 2014

  Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management prioriti

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Webcast

Webcast • Strategy & Planning, Sales Operations, Selling Effectiveness, Sales Performance Management

Pursuit of Performance: Findings from the 2014 Miller Heiman Sales Best Practices Study

June 20, 2014

  Learn how trends in the complex business to business landscape are evolving with the latest findings from the 2014 Miller Heiman Sales Best Practices Study. In this webcast, Joe Galvin shares for the first time the collection of behaviors that lead to World Class Sales Performance in t

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Webcast

Webcast • Sales Technology, Sales Operations, First Line Sales Management, Sales Enablement

Managing the Cloud-Enabled Sales Force

May 27, 2014

  Technology is changing how organizations direct and support field salespeople. Nowhere is this more apparent than in the explosion of cloud-based productivity tools. In this webcast, we review strategic trends in cloud-based sales force enablement, and examine case examples and best pr

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Webcast

Webcast • Sales Operations

Evaluating Territory and Quota Management Effectiveness

May 01, 2014

  Judging the effectiveness of territory and quota assignments is difficult. Firms, markets, and industries may each have unique challenges making quota setting and territory alignment problematic. However, there are characteristics common to highly effective territory and quota manageme

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Operations, Analytics, Sales Performance Management

Course Correcting the Sales Plan

March 14, 2014

  You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales produ

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Webcast

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

Lead to Money: Aligning Finance with Sales and Marketing Processes

February 14, 2014

  We all agree that sales and marketing alignment is critical. Companies that have the two teams working together reap the rewards. But the "lead-to-money" process isn't fully optimized without integrating Finance’s involvement. This webcast outlines how an optim

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Performance Management

Sales Performance Management Strategy for 2014

February 07, 2014

Does your organization have a clearly articulated strategy around Sales Performance Management? If not, you probably should -- research shows that companies that invest in sales performance management have a higher percentage of reps that make quota, lower sales turnover, shorter sales cycles,

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