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

Webcast

Webcast • Strategy & Planning, Leadership Development, Sales Transformation

Transforming the Sales Organization: Change Framework and Case Study

November 13, 2012

Sales transformation is not about tweaking your sales comp plans or having a one-day offsite workshop to review your sales objectives. If transformation were that simple, wouldn’t all under-performing sales organizations be transformed by now? Wouldn’t every sales team exceed its targ

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Webcast

Webcast • Strategy & Planning, Leadership Development, Sales Operations, Sales Transformation, Sales Training, Analytics

Operating Priorities of High Growth Sales Organizations

July 13, 2012

Miller Heiman’s annual study of sales organizations measures what separates “World Class” sales organizations from others. In this Sales Management Association webcast, Miller Heiman’s Joe Galvin details 12 best practice initiatives that characterize World Class sales orga

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Webcast

Webcast • Sales Process Management, Coaching, Sales Transformation, First Line Sales Management

Fixing Your Sales Coaching Model

November 29, 2012

For decades, companies have trained and re-trained their sales managers on how to coach their reps. Yet, no organization we’ve met believes that their managers coach well enough or often enough to maximize sales performance. Truth is, the existing coaching models are to blame. These co

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research

Research • Strategy & Planning, Sales Transformation, Analytics

Sales Force Effectiveness: a Framework for Researchers and Practitioners

June 11, 2008

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer   This paper presents a Sales Force Effectiveness Framework that organizes the complexities of sales organizations, providing a holistic approach to de?ning and assessing sales force effectiveness. Sales practitioners ca

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Transformation, Analytics

The Role of Analytics in Sales Transformation

May 08, 2012

"Sales transformation" initiatives often fail. They aim to increase revenue and margins - and involve investment in new selling programs, processes and methodologies - but too frequently see inadequate results. Why? For many, it's because analytics are poorly applied to change

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Webcast

Webcast • Sales Process Management, Coaching, Sales Transformation, Selling Effectiveness, Sales Training

Fifth Third Bancorp: How to Execute a Customer Focused Sales Strategy

March 22, 2012

Is your sales team prepared to execute on your 2012 strategy? Strategy execution across a large sales organization requires tight alignment across six dimensions, including: Strategy: Linking sales strategy to business strategy, and Talent: Equipping sales leaders and professionals

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Webcast

Webcast • Strategy & Planning, Sales Operations, Sales Transformation, First Line Sales Management, Sales Training, Sales Performance Management

Six Factors Transforming B2B Selling in 2012

May 31, 2012

Do you know what the future of sales looks like? Demographics are shifting, the pace of change is accelerating, buyers are more informed, and the threshold for success has never been higher. Effective selling in a B2B world is a function of the salesperson's aptitude and attitude, but also is

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Webcast

Webcast • Sales Operations, Sales Transformation, Sales Performance Management

Driving Sales Organization Adoption

May 23, 2012

Implementing new sales organization-wide initiatives, such as a new software platform, is a change management challenge that is easy to underestimate. Key to a successful user adoption campaign is careful planning, proactive training, support tools, and effective communication. In this Sales Mana

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Webcast

Webcast • Sales Technology, Sales Transformation, Selling Effectiveness, Sales Training

Helping Your Sales Force Break Through the Status Quo Barrier

May 30, 2013

Your biggest competitor is not who you think it is. When 60% of sales are lost to no decision, moving customers off the status quo is key to increasing sales effectiveness and closing more business. Join the Sales Management Association for this Brainshark-sponsored webinar featuring T

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Webcast

Webcast • Sales Transformation

Leading Transformational Change in the Sales Organization

November 11, 2010

From our June 2010 Advanced Sales Management Workshop at DePaul University's Center for Sales Leadership

Transformational change seems like the “new normal” for sales management. How is the prevalence of large-scale change initiatives changing the role of sales management? What competencies do the best managers bring to sales transformation efforts? How should managers and organizations

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