Displaying articles, webcast archives, and management tools for the category "Sales Process Management". Click here to see upcoming events for this category.
Webcast • Sales Process Management, Sales Operations
Sales Effectiveness Research Findings: 92 Signposts on the Road to 2012 Sales SuccessJanuary 11, 2012
From TAS Group's Dealmaker Index Research Initiative
In this SMA webcast, Wendy Reed, EVP Marketing of The TAS Group presents the results of TAS's global Dealmaker Index study, including implications for companies and individuals focused in improving sales performance. Based on an analysis of 92 sales performance factors, mapped agai
Webcast • Sales Process Management, Sales Operations
Playbooks, Portals, and Platforms:October 26, 2011
Three tools re-shaping tomorrow's sales organizations
Sales organizations are constantly innovating. In this webcast, we review three recent practices generating attention from leading sales organizations and solutions providers. These include sales playbooks, portals, and sales enablement platforms. Presented by Callidus/iCentera’s Craig Nels
Webcast • Sales Process Management, Coaching for Performance
What's Working for Sales Leadership: New Research on Sales Force EffectivenessAugust 18, 2011
Based on a global study of more than 1,000 professionals, AchieveGlobal's Survey of Sales Effectiveness provides research-based insight into sales activities that generate results. In this SMA webcast, AchieveGlobal's Mark Fears and Mark Marone report key findings from the study, and thei
Webcast • Sales Process Management, Coaching for Performance, Sales Operations
Metrics, Process, and Performance ManagementAugust 04, 2011
Sales Operations often serves as the command center for sales analytics. In this session, recorded at The Sales Management Association's May 2011 workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University's Center for Sales Leadership, Jason Jordan
Webcast • Sales Process Management, Coaching for Performance, Sales Force Roles, Sales Technology
How Social Media Impacts B2B Sales ManagementJuly 14, 2011
Social media is completely changing the way businesses interact, with profound implications for sales management. As LinkedIn, Facebook, Twitter, and other platforms reshape buyer-seller communication, sales management's role has also been redrawn. In this SMA webcast, we examine emerging soc
Research Brief • Sales Process Management, Sales Technology, Sales Operations
Improving Sales Pipeline PerformanceMay 09, 2011
For companies with complex sales cycles – in high technology, industrial machinery, and advanced materials, for example – improving sales pipeline performance is essential for achieving revenue growth. But these firms face significant challenges determining which accounts should be th
Webcast • Sales Process Management, Coaching for Performance, Sales Operations
Coaching the Sales PipelineMarch 31, 2011
Effective pipeline management is critical to sales force productivity. With it, forecasts hit the mark and quotas are achieved. Without it, arrows begin to fly and casualties are incurred. The key to effective pipeline management? The ability of your managers to coach your salespeo
Webcast • Sales Process Management, Coaching for Performance, Sales Operations
New Winning Strategies for Pipeline ManagementMarch 01, 2011
Salespeople work tirelessly to build bigger pipelines, but are they working against themselves? New research suggests that many sales pipelines are actually too big... Not too small. Bad deals get inside and bounce around, consuming sales reps’ time, while only a trickle of revenue drips ou
Webcast • Sales Process Management, Coaching for Performance, Leadership Development
Making Sales Training StickFebruary 22, 2011
You’ve held the kickoff, launched the programs, and trained the sales force. Now what? How will you make sure training has a sustained impact on sales organization performance in the New Year? In this SMA webcast, we’ll review specific practices that ensure training isn’t simply
Webcast • Sales Process Management, Coaching for Performance, Sales Operations
Measuring Sales Force ActivityJanuary 13, 2011
SMA Online Experts' Exchange
How salespeople spend their time is the key determinant of sales force productivity. In this SMA Online Experts’ Exchange, our panel examines the “how, when, and why” of measuring sales force activity. Emphasis is given to specific activity measurement approaches, determining sa
