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

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 • Coaching, Sales Operations, Channel Management, Sales Performance Management

Enabling Channel Sales

September 22, 2016

Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. In this webcast, we reviewed key elements of effective channel enablement str

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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 • Leadership Development, Sales Training, Sales Performance Management

Sales Development: An Emerging Selling Role Driving Sales Productivity

August 03, 2016

  High-growth technology firms are abuzz with “sales development” – a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel,

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Webcast

Webcast • Sales Process Management, Sales Operations, Sales Performance Management

Sales Messaging: Managing Quality, Consistency, and Effectiveness

July 12, 2016

  Sales organizations with predictable, profitable revenue growth are defined by consistency in process, messaging, and execution. This webcast focused on how high performing firms establish consistent practices in these three areas.   Using case study examples and best prac

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Webcast

Webcast • Sales Compensation, Sales Performance Management

Sales Performance Management Case Study: TIM

July 06, 2016

When it comes to sales compensation, managers realize two things early on. The first thing is that paying salespeople accurately, and on time, is vitally important. The second, realized not long after the first, is that they’re going to need to change their sales compensation programs, s

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Webcast

Webcast • Sales Process Management, Sales Performance Management

Research Update: Sales Performance Data’s Impact on Manager Decision Quality

January 19, 2016

  In this webcast, we'll provide a preliminary look at research findings, before we finalize results in a comprehensive report. Joining us will be Evan Randall, VP of Sales Operations at Tableau Software who will comment on research implications and participate in audience discussion

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Webcast

Webcast • Selling Effectiveness, Sales Performance Management

Embedding Salesforce Data for Sales Success

December 30, 2015

  In this session we'll look at how you can use data form Salesforce.com, embedded right into Tableau, to empower your entire sales force with information that can help them be more productive. This session will cover: Use cases in marketing, sales, and customer support f

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research

Research • Channel Management, Selling Effectiveness, Sales Performance Management

Research Brief: Sales Performance Data’s Impact on Manager Decision Quality

December 29, 2015

  Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on m

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