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

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

Webcast

Webcast • Analytics

Pipeline Management Practices in High-Growth Firms

July 17, 2014

  Nearly every sales force maintains a sales pipeline - an inventory of opportunities in various stages of realization. Most firms use their pipeline for forecasting, or for other less-impactful purposes. A few sales organizations; however, manage sales pipelines with strategic intent. R

Register to Read More of this article

Webcast

Webcast • Sales Operations, Analytics

Research Update: Sales Performance Reporting - Usage and Practices

June 30, 2014

  Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management prioriti

Register to Read More of this article

Webcast

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

Course Correcting the Sales Plan

March 14, 2014

  You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales produ

Register to Read More of this article

Webcast

Webcast • Analytics, Sales Performance Management

The Next Level of Transparency: Improving Sales Leadership's Performance Insights

March 06, 2014

  There is no status quo in sales, only constant evolution. Too often, the speed of change facing sales leaders forces them to make decisions without data - or worse, with data that isn't trusted. What's needed are data gathering and reporting platforms that keep pace with busine

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management

Making Sense of Sales Crediting

January 24, 2014

  Who deserves credit for closing a deal? In many organizations, the answer is complicated. Sales that involve more than one seller, long decision horizons, or multiple customer touch points often require a complex crediting scheme.   Sales organizations that credit sales ef

Register to Read More of this article

Webcast

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

Fixing Forecast Accuracy

January 17, 2014

  Forecasting accuracy is a problem for sales organizations. Too often forecasts reflect little more than a sales force’s collective intuition about future results. Not the reliable predictor management needs.   New approaches to forecasting are proving much more valua

Register to Read More of this article