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

Webcast

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

Beyond the Numbers: Why You Shouldn't Ignore Salesperson Capability in Assigning Territories and Quotas

December 02, 2016

  Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a certain geography. While these are important, best practice firms also consider the performance capability of salespeople and their available capacity

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research

Research • Strategy & Planning, Sales Technology, Sales Operations, First Line Sales Management, Analytics

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.   It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objec

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management

Sales Performance Management Series Webinar 1: Account Segmentation and Scoring

November 08, 2016

We kickoff a five-part series on sales performance management fundamentals with a webcast on account segmentation and lead scoring by Rowan Tonkin from Anaplan and Tony Yeung from Zs Associates. This topic focuses on aligning sales coverage with marketing strategy, and touches on account

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Webcast

Webcast • Selling Effectiveness, Analytics, Sales Performance Management

Five Signs You Need to Graduate from Sales Effectiveness

September 28, 2016

  You make your number sporadically, but not consistently, and not always. Your revenue goal is very hard to make, and may be unrealistic. What distinguishes top growth executives from their peers is they have graduated beyond sales effectiveness. They have embraced a new emerging best p

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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

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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

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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

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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

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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

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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

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