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

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

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Sales Training

Your Customer Service Training is Sabotaging Your Sales Training

July 24, 2017

  Twenty years ago, it took a relatively long time to build a bad reputation. Today, with the megaphone of social media, it can happen in seconds. And when it does, all the good will your salespeople have worked so hard to build up will be wasted. Without a consistent approach and mindse

Register to Read More of this article

Webcast

Webcast • Coaching, Leadership Development, First Line Sales Management, Selling Effectiveness, Sales Training

The Missing Link in Your Coaching Initiative – The Head Coach

June 29, 2017

  Many sales organizations recognize the tremendous value effective coaching can add to their other sales initiatives. Unfortunately, most coaching programs produce little change in the behavior of sales managers. Why is this, and what can you do to ensure your coaching initiative doesn&

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Sales Training

When Challengers Fail - Refocusing Sales Efforts to Keep and Grow Customers

June 26, 2017

  What happens when a salesperson accustomed to challenging the status quo becomes the status quo? Like the dog that catches the car its chased, or a gadfly unexpectedly elevated to political power (to wit: our current US political drama), those best at upending the present may offer dub

Read more

research

Research • Coaching, Selling Effectiveness

Research Brief: Salesperson Development Priorities

March 29, 2017

  Two questions underlie every firm’s efforts to build a successful sales force: “What qualities make salespeople successful?” and “How do we develop these qualities?” This research identifies how organizations answer these two fundamental questions. Most im

Register to Read More of this article

Webcast

Webcast • Coaching, Selling Effectiveness

Research Update: Salesperson Development Priorities

March 24, 2017

  Join us for a first look at recently concluded research on how firms develop salespeople, the value sales leaders place on specific salesperson characteristics, and how well actual sales training and development activities align with those values. The research defines how companies ans

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Sales Training, Sales Enablement

Creating and Validating a Sales Content Map

March 17, 2017

  Sales enablement leaders map content investments to crucial buyer/seller interactions. A comprehensive “content map” helps promote cross-organizational endorsement and aligned objectives. This webcast reviews best practices for taking stock of available content, prioritizin

Register to Read More of this article

Webcast

Webcast • Coaching, Sales Technology, Sales Operations, Selling Effectiveness, Sales Training, Sales Enablement, Mobility

Harnessing Mobile Video to Certify Learning Outcomes

March 14, 2017

Sales organizations invest mightily in salesperson training. But these investments are often ineffective, in large part because desired outcomes are not observed, validated, and certified. This webcast explains how mobile video can address these challenges, transforming conventional training a

Register to Read More of this article

Webcast

Webcast • Sales Technology, Sales Operations, Selling Effectiveness, Sales Enablement

Calculating the ROI of Your Sales Enablement Programs

March 09, 2017

What if not just “what” you sell, but “how” you sell is your most compelling competitive advantage? To answer that question (and many more…) an increasing number of companies are investing in sales enablement talent and technology as a means to increase team prod

Register to Read More of this article

research

Research • Coaching, Selling Effectiveness, Sales Training

Research Brief: Investments in Salesperson Skill Development

January 25, 2017

  Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their sale

Register to Read More of this article