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

Webcast

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

The Importance of Key Performance Indicators in Sales Performance Management

July 24, 2012

Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield

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conference archivesThis resource is only available for Archive Eligible members

Conference Archives • Strategy & Planning, Sales Operations, Analytics

Analytics for Measuring Sales Force Effectiveness

October 19, 2011

How do sales leaders know if their sales teams are effective? What measures provide the most accurate insight? Common measures of “effectiveness” include the sales force’s ability to achieve goals set by management; their production of sales revenue, profit, or volume; or their

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Webcast

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

Leveraging CRM Data for Next Level Insights

December 12, 2013

CRM and other automation systems have contributed to many sales organizations’ success, yet there is untapped potential in the data they contain. With innovative business analytics and mobile tools, companies can use data to expose sales trends, answer crucial client questions, and allow re

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academic research

Academic Research • Sales Compensation, Sales Operations, Sales Performance Management

Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness

June 12, 2012

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer   Dating back more than a century, companies have used incentives such as commissions and bonuses to motivate anddirect the activities of salespeople. Today, sales force incentives comprise a large portion of sales force pay

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Webcast

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

Territory and Quota Planning Checklist: Preparing for 2014

September 13, 2013

It’s planning season for sales operations departments, the time of year when territory assignments, quotas, and compensation plan changes are considered for the coming year.   Effective quota and territory planning starts with the right mix of standardized practices and field p

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Webcast

Webcast • Sales Operations

Case Study: Pfizer's Sales Operations

May 12, 2010

Driving Strategic Change through the Sales Operations Function

The Sales Operations function is uniquely positioned to drive adaptive change within the organizations they support. With its access to critical data, Sales Ops enables informed decision making and contingency planning; with its close links to field resources, Sales Ops can also drive fast a

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Webcast

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

Analyzing Sales Productivity: Using Workload, Opportunity, and Performance Metrics For Sales Territory Intelligence

September 08, 2012

Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defi

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chart

Presentation Bank • Strategy & Planning, Sales Operations

Sales Operations: Enabling Business Strategy

July 01, 2011

From our recent sales operations workshop at DePaul University

Sales Operations is rapidly becoming a function critical to achieving sales excellence, maintaining a competitive edge, and expediting the execution of new business strategies. In this workshop presentation, Sales Economics' Alejandro Erasso and Matthias Linnenkamp examine how Sales Operation

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Webcast

Webcast • Sales Technology, Sales Operations, Selling Effectiveness

Research Update: Sales Proposal Effectiveness

August 16, 2013

Communicating a formal offering to prospective customers represents a pivotal sales process stage. This research initiative examines current proposal management practices in business-to-business sales organizations. Research objectives include assessing what high-performing sales organizations do

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Webcast

Webcast • Strategy & Planning, Sales Operations, Sales Performance Management, Territory Management

Optimizing Sales Territories: Best Practice Planning Approaches

April 18, 2013

Productive sales forces ensure their salespeople are both effective and efficient. That includes focusing sellers on spending the right amount of time with the right opportunities, doing the right tasks. Achieving the optimal balance of salesperson impact and efficiency requires well calibrated p

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