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

Webcast

Webcast • Sales Process Management, Sales Operations, Channel Management

Pipeline Management Case Study: Aon

December 10, 2015

  Our research shows that companies spent A LOT of time managing their sales pipelines – several hours per sales rep, per month, in fact. Yet a minority of those same companies believe they are effective at the task. Inconsistent practices, poor quality deals, low close rates, litt

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Webcast

Webcast • Sales Process Management, Selling Effectiveness

Enabling the Complex Sale: JDA Software Case Study

August 31, 2015

  Complex sales take longer, involve more sophisticated solutions, and demand more highly-tuned support resources than typical sales. This complexity can easily overwhelm sales enablement initiatives intended to improve sales rep effectiveness.   This webcast describes JDA S

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Webcast

Webcast • Sales Process Management, Selling Effectiveness

Research-Based Sales Forecasting Practices Proven to Improve Accuracy

August 07, 2015

  Every company forecasts revenue, but few are happy with the results. Despite highly-focused effort and attention, most sales forecasts are frustratingly inaccurate. So how can this critical activity be improved to yield better outcomes?   Join best-selling author Jason Jor

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research

Research • Sales Process Management, Selling Effectiveness

Research Brief: Benchmarking Sales Manager Activity

July 16, 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

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Webcast

Webcast • Sales Process Management, Selling Effectiveness, Analytics

Talent Analytics: The Sales Leader’s New Competitive Edge

June 26, 2015

Sales leaders are confronted by a continuing challenge -- low sales productivity.  Too few reps are making quota (down from 63% to 58.2% according to CSO Insights) and it takes too long for new reps to become a productive member of the team (69% of reps take 7+ months to ramp-up, also acc

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Webcast

Webcast • Sales Process Management, Selling Effectiveness

Change Happens: Make it Work For You

June 22, 2015

  Change happens. And in today’s business environment, it happens more quickly than ever. With the globe connected by technology, world economies feel interlocked, the lines often blurred into one continuous operational environment.   For sales organizations, managing

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Webcast

Webcast • Sales Process Management, Sales Training

The Top Sales Planning Best Practices for 2015

May 04, 2015

  How do you know if your sales plans are delivering on their promises? What if you need to make course corrections or new opportunities are presented? Are you ready to answer these questions?    Every year, it’s the same cycle, you model the right territories, se

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research

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

Research Brief: Sales Forecasting Effectiveness

April 08, 2015

  This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that con

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Webcast

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

Research Update: Sales Forecasting Effectiveness

February 27, 2015

  This research update examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We will identify core practices, processes, and resources considered essential to forecasting; reveal fact

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Webcast

Webcast • Sales Process Management, Coaching, Sales Technology, Sales Training, Sales Enablement, Mobility

Linking Sales Training to Business Results: The Three C's of Success

January 09, 2015

  For years, the Holy Grail of training has been the ability to go beyond information delivery and simple skills assessment to identify a direct, positive impact on business results. Sales managers in particular are frequent victims, frustrated by their inability to associate training in

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