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

Webcast

Webcast • Strategy & Planning, Sales Operations, Selling Effectiveness, Sales Performance Management

Pursuit of Performance: Findings from the 2014 Miller Heiman Sales Best Practices Study

June 20, 2014

  Learn how trends in the complex business to business landscape are evolving with the latest findings from the 2014 Miller Heiman Sales Best Practices Study. In this webcast, Joe Galvin shares for the first time the collection of behaviors that lead to World Class Sales Performance in t

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Webcast

Webcast • Strategy & Planning, Leadership Development, First Line Sales Management, Sales Performance Management

Mastering Sales Force Change

May 05, 2014

  Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors as

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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

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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

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Webcast

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

Lead to Money: Aligning Finance with Sales and Marketing Processes

February 14, 2014

  We all agree that sales and marketing alignment is critical. Companies that have the two teams working together reap the rewards. But the "lead-to-money" process isn't fully optimized without integrating Finance’s involvement. This webcast outlines how an optim

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Webcast

Webcast • Strategy & Planning, Sales Performance Management

Management’s Sales Planning Tune-Up

February 13, 2014

  Effective sales plans require a wide-ranging set of inputs: performance targets, segmentation strategy, territory and quota assignments, expense projections, incentive compensation approaches, and more. Bulletproof plans distinguish sales organizations that execute flawlessly from thos

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Performance Management

Sales Performance Management Strategy for 2014

February 07, 2014

Does your organization have a clearly articulated strategy around Sales Performance Management? If not, you probably should -- research shows that companies that invest in sales performance management have a higher percentage of reps that make quota, lower sales turnover, shorter sales cycles,

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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

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Webcast

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

New Salesperson On-boarding and Enablement Best Practices

December 20, 2013

New salesperson onboarding programs address a productivity-killing problem for all sales forces: getting new sellers up to speed. Effective sales leaders are addressing onboarding with a range of tools, including new ways to measure onboarding success. This webcast presents best practices in sale

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Webcast

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

Leveraging CRM Data for Next Level Insights

December 12, 2013

CRM and other automation systems have contributed to many sales organizations’ success, yet there is untapped potential in the data they contain. With innovative business analytics and mobile tools, companies can use data to expose sales trends, answer crucial client questions, and allow re

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