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

Webcast

Webcast • First Line Sales Management, Analytics, Sales Performance Management

The Cost of a Bad Sales Manager (...US$3.5 million)

September 15, 2016

  We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it… Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-per

Register to Read More of this article

Webcast

Webcast • Sales Compensation, Analytics

Research Update: Managing Sales Compensation

September 01, 2016

  Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization’s energy and attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webc

Register to Read More of this article

Webcast

Webcast • Strategy & Planning, Sales Process Management, Sales Operations, Selling Effectiveness, Analytics

Research Update: Sales Forecasting Effectiveness

August 30, 2016

  A study of emerging trends and best practices for sales leadership. This research examined sales forecasting in business-to-business organizations. Research questions identified core practices, processes, and resources considered essential to forecasting; revealed factors that contribu

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Analytics, Sales Meetings

How to Harness the Power of Buyer Insights

June 21, 2016

  The best performing companies know that it's buyers who now control the B-to-B sales process. That's why it's more important than ever for companies to craft personalize buyer journeys using a mix of prospect data, reliable information sources and meaningful interaction wit

Register to Read More of this article

Webcast

Webcast • Coaching, Analytics

Coaching Hacks for High Velocity Sales Organizations

March 14, 2016

  Salespeople often say they'd like more coaching from leadership. But faced with so many other priorities, sales management often puts coaching on the back burner – with costly ramifications. Inadequate coaching diminishes firm performance, salesperson job satisfaction, and sa

Register to Read More of this article

Webcast

Webcast • Sales Operations, Selling Effectiveness, Analytics

Five Places Sales Operations is Focusing for Productivity

January 28, 2016

  Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this webcast from MHI Research Institute’s To

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Selling Effectiveness, Analytics

Talent Analytics: The Sales Leader’s New Competitive Edge

June 26, 2015

Sales leaders are confronted by a continuing challenge -- low sales productivity.  Too few reps are making quota (down from 63% to 58.2% according to CSO Insights) and it takes too long for new reps to become a productive member of the team (69% of reps take 7+ months to ramp-up, also acc

Register to Read More of this article

Webcast

Webcast • Sales Operations, Analytics, Sales Enablement

The Rise of the Data-Driven Sales Manager

June 19, 2015

The Rise of the Data-Driven Sales Manager

  As B2B buying cycles grow more complex, sales professionals must continually acquire and adopt new skills to compete and win. Yet too often, when evaluating their team’s performance, sales managers focus exclusively on metrics such as quarterly bookings or quota achievement. 

Register to Read More of this article

research

Research • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Research Brief: Sales Forecasting Effectiveness

April 08, 2015

  This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that con

Register to Read More of this article

Webcast

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

Research Update: Sales Forecasting Effectiveness

February 27, 2015

  This research update examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We will identify core practices, processes, and resources considered essential to forecasting; reveal fact

Register to Read More of this article