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

Webcast

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

Using Sales Data and Analytics: Insights for Leadership

August 22, 2013

Sales Performance Management (SPM) combines disparate information sources into essential intelligence for sales leaders. This webcast describes how sales organization can identify new profit sources and enable growth strategies through SPM. By integrating data from product, marketing, finance, an

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Webcast

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

Four Steps to Creating an Effective Sales Dashboard

March 05, 2013

Sales executives deal with a daily barrage of data - forecast numbers, pipeline velocity, lead volume, territory effectiveness, win/loss reports. The biggest challenge is figuring out how to consume the data and translate it into better decision-making. How is this accomplished? The answer for an

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Webcast

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

Sales Management Analytics

February 21, 2013

By applying data analytics, sales organizations can increase effectiveness through greater coverage, better-aligned territories, and more timely interventions with at-risk sales people. But few organizations make the best use of data often readily available to management.   This webc

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Webcast

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

Optimizing the Sales Machine

November 16, 2012

The volume, variety, and velocity of sales and marketing data that executives sift through on a daily basis is overwhelming. Pipeline. Deal Size. Win rates. Lead conversion. Social media sentiment. The data points available for consumption are endless.   Join Domo Senior Di

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Webcast

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

Analyzing Sales Productivity: Using Workload, Opportunity, and Performance Metrics For Sales Territory Intelligence

September 08, 2012

Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defi

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Webcast

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

Case Study: Optimizing Sales Coverage

August 17, 2012

A sales organization’s coverage model aligns its selling resources with customers and market opportunity. Optimizing sales coverage represents an important priority for many firms as they plan for 2013. This Sales Management Association webcast features approaches for improving both sales c

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Webcast

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

The Importance of Key Performance Indicators in Sales Performance Management

July 24, 2012

Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield

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Webcast

Webcast • Strategy & Planning, Leadership Development, Sales Operations, Sales Transformation, Sales Training, Analytics

Operating Priorities of High Growth Sales Organizations

July 13, 2012

Miller Heiman’s annual study of sales organizations measures what separates “World Class” sales organizations from others. In this Sales Management Association webcast, Miller Heiman’s Joe Galvin details 12 best practice initiatives that characterize World Class sales orga

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Webcast

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

Five Moneyball Metrics Sales Executives Can't Ignore

June 14, 2012

We're all familiar with the Moneyball story: Billy Beane, General Manager of the struggling Oakland A’s baseball team, bypassed traditional decision-making methods and used data to make smart decisions. Today, many sales executives are overlooking some key Moneyball metrics and still do

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management, Territory Management

Solving the Puzzle of Territory Design

May 16, 2012

New research shows that few companies are focusing on sales territory optimization. Yet intelligent territory design yields substantial productivity improvements - as much as 10% in a single year - to those firms who embrace it. Optimizing account assignments, territory design, and sales resource

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