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

Webcast

Webcast • Sales Operations, Sales Training, Sales Enablement

Sales Enablement Success at Symantec

August 21, 2017

Last year Symantec acquired Blue Coat, defining its position as an innovative cybersecurity leader. At the time, Blue Coat was scaling rapidly with revenue exceeding $750 million. Chris Fulmer was a part of BlueCoat's sales enablement team as it scaled and is now Director of Sales Enablemen

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Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness, Analytics

Research Update: Measuring Sales Force Activity

August 10, 2017

  Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the

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Webcast

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

Research Update: Sales Performance Management Priorities

August 04, 2017

  Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota as

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Webcast

Webcast • Sales Process Management, Sales Operations

Simple Steps to Transform Your Sales Process

July 27, 2017

  Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue

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Webcast

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

Fix Sales Forecasting Forever

July 21, 2017

  For many organizations, sales forecasting is a massive exercise in futility. No matter the approach, it always seems to consume a tremendous amount of energy and produce a dubious result. It doesn’t have to be this way! During this session, attendees learn a simple, new approach

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management

Setting Sales Up for Success to Meet Quota

June 06, 2017

  According to a recent study from Sales Management Association, " organizations consider less than one out of five new sales hires added over the past 24 months to be successful." If you are a sales leader, meeting quota may seem daunting. As we rapidly approach the middl

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Webcast

Webcast • Sales Operations

Transform Sales by Leveraging Sales Operations as a Service

May 08, 2017

  Are your incentive compensation plans driving the right behaviors? Do you have the information you need to effectively plan your territories and quotas? Do you lack essential skills in your sales operations function? Sales Operations as a service is an approach that can address a growi

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research

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

Research Brief: Sales Analytics Capabilities

April 21, 2017

  This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always

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research

Research • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Brief: Enabling Indirect Sales Channels

April 21, 2017

  This research investigates tactics used by firms in support of indirect sales channels – the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can aff

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Webcast

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

Research Update: Sales Analytics Capabilities

April 20, 2017

This webcast summarizes findings from recently concluded Sales Management Association research on sales organization’s analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales manage

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