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

Webcast

Webcast • Selling Effectiveness, Sales Training, Sales Performance Management

Learn-ablement, a New Approach to Sales Training

October 27, 2015

  In this webcast, SPI’s Directorsof Learning and Enablement will present a new approach for effective sales training that merges these previously disparate management practices into one unified – and more effective – way to train and enable sales professionals. Along w

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Sales Performance Management

Sales Forecasting: Ten Practical Ideas for Improving Usefulness and Accuracy

July 21, 2015

  Sales forecasting yields insufficient insight to many sales leaders, yet few firms know where to start in building better forecasting practices. In this Sales Management Association web panel, three experts present a series of practical ideas for improving forecast accuracy and enhanci

Register to Read More of this article

research

Research • Sales Performance Management

Research Brief: Measuring Sales Manager Performance

July 08, 2015

  Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics?   Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs).

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Sales Performance Management

Research Update: Benchmarking Sales Manager Activity

July 07, 2015

  Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, Are organizations optimizing sales management’s time allocation decisions?    The Sales Management A

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Sales Performance Management

Curve Your Enthusiasm

June 05, 2015

  Few companies would discourage salespeople from making sales calls, even when sales effort reaches the point of diminishing returns. But that’s exactly the right thing to do, when incremental activity no longer correlates with incremental sales. Response curves help management de

Register to Read More of this article

Webcast

Webcast • Sales Performance Management

2015 MHI Sales Best Practices Study - Decoding the Decision Dynamic

May 26, 2015

  MHI Research Institute’s Tom Chamberlin presents findings from MHI’s recent research in a special webcast for the Sales Management Association’s audience.   Now in its 12th year, the MHI Sales Best Practices Study captures and measures the behaviors, attr

Register to Read More of this article

Webcast

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

Show Me the Money – The Power of Sales Analytics

May 26, 2015

  In this webinar, you will see how sales analytics and dashboards become part of the sales team daily routine. The focus will be on dashboards that sales leverage to manage their time, measure performance, collaborate globally, strategically target territories, and more! Tableau Sales V

Register to Read More of this article

Webcast

Webcast • Sales Performance Management

Research Update: Measuring Sales Managers' Effectiveness

April 20, 2015

  Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics?   Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs).

Register to Read More of this article

Webcast

Webcast • Strategy & Planning, Sales Force Roles, Selling Effectiveness, Sales Performance Management, Territory Management

Organizing the Sales Force to Grow Existing Accounts

January 16, 2015

  We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within establis

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Coaching, First Line Sales Management, Selling Effectiveness, Sales Training, Sales Performance Management

Improving Your Sales Team's Closing Skills and Win Rates

December 15, 2014

  Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and

Register to Read More of this article