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

Webcast

Webcast • Selling Effectiveness, Territory Management

Reassigning Sales Territories: A Change Will Do Your Sales Force Good

May 19, 2016

Many sales forces grew large and successful with a “hands off” approach – one that might have included hiring good salespeople, putting them on commission plans, handing them a phone book and turning them lose. If they were good, they made lots of money. If not, they starved

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research

Research • Sales Technology, Selling Effectiveness

Research Brief: Assessing Sales Tools

May 04, 2016

  Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up

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Webcast

Webcast • Selling Effectiveness

The Technology-Enabled Sales Coach

April 28, 2016

Technology is transforming how sales organizations sell, but also how they’re managed. Among technology’s greatest potential management benefits relates to coaching salespeople – an activity under-prioritized and poorly supported in most firms. This webcast explores mult

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Webcast

Webcast • Selling Effectiveness

Indecent Proposals: How Your Proposals Undermine Sales (and How to Fix Them)

April 21, 2016

In many companies, proposals are not effective as they could be. In some, proposals may actually turn business away. For a variety of reasons, sales organizations often overlook the importance of well crafted, effectively presented proposals. As a result, a vital sales tool goes under optimize

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Webcast

Webcast • Selling Effectiveness, Sales Training

Re-boarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

April 08, 2016

Enlightened sales organizations invest in salesperson "onboarding" - a structured effort to speed new salespeople up the learning curve. As our recent research shows, successful onboarding dramatically impacts salesperson productivity and new hire success rates. A newly emergin

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research

Research • Selling Effectiveness

Research Brief: Assessment of Sales Opportunities

April 05, 2016

  Accurately assessing opportunity is an essential competency for sales organizations. It underpins critical resource allocation decisions, such as how and where to deploy salespeople, and it determines how essential work is prioritized within the sales force. Opportunity assessment invo

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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 • Selling Effectiveness

Managing the Sales Organization through Mergers and Acquisitions

March 10, 2016

M&A activity is running at all-time highs, surpassing 4.5 trillion dollars in 2015. Cheap financing and the need to grow quickly helped drive this trend. Yet more than half of these transactions fail to deliver on promised returns. Optimizing the combined sales organizations resulting from

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Webcast

Webcast • Selling Effectiveness

Research Update: Assessment of Sales Opportunities

March 01, 2016

  Join us for our latest research insights on Assessment of Sales Opportunities. This initiative investigates how accurate sales predictions are and what can be done to improve them. To best allocate resources and effort, sales management assesses opportunities in the pipeline. Bias can

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Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Three Milestones for the Learning Sales Organization

February 12, 2016

Building a "learning sales organization" - a sales force that values continuous development, responds quickly to market changes, and adapts to changing priorities - doesn't happen overnight. It requires a careful capability building, and significant culture change for many organi

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