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

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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Webcast

Webcast • Sales Process Management, Sales Operations, Channel Management

Pipeline Management Case Study: Aon

December 10, 2015

  Our research shows that companies spent A LOT of time managing their sales pipelines – several hours per sales rep, per month, in fact. Yet a minority of those same companies believe they are effective at the task. Inconsistent practices, poor quality deals, low close rates, litt

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research

Research • Sales Operations

Research Brief: Sales Ops Practices

December 04, 2015

  This study continues the Sales Management Association’s inquiry into sales operations’ practices, challenges, priorities, and emerging trends. This study is conducted to provide data and practice benchmarks for members of the association, many of whom are sales operations p

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Webcast

Webcast • Sales Operations

Research 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

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Webcast

Webcast • Sales Operations, Analytics, Sales Enablement

The Rise of the Data-Driven Sales Manager

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. 

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research

Research • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Research Brief: Sales Forecasting Effectiveness

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

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