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, 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

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Sales Operations, Sales Transformation

Getting Sales Compensation Right

June 28, 2016

Less than effective sales compensation programs suffer from poor design decisions. Powerful and aligned sales compensation plans subscribe to a set of market tested building codes. Use these best-of-breed principles to build effective sales compensation plans that are simple, easily to underst

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness

13 “Must Know” Management Approaches for Sales Leaders

June 03, 2016

  Talent, compensation, CRM, enablement- there are many priorities competing for the attention of today’s sales leader. Join us to take a look at 13 key dimensions of a sales ecosystem, and how to prioritize when they all seem important to a successful sales transformation.  O

Register to Read More of this article

research

Research • Strategy & Planning, Sales Process Management

Research Brief: Sales Planning Practices

April 05, 2016

  Sales organizations demand a daunting breadth of planning expertise: from prioritizing high-level objectives to align with firm strategy, to allocating limited resources to adequately cover opportunities, to establishing tactical performance goals at multiple levels within the organiza

Register to Read More of this article

Webcast

Webcast • Strategy & Planning, Sales Process Management

Research Update: Sales Planning Practices

February 05, 2016

Join us for our latest research insights on Sales Planning Practices. Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Planning required of sales management encompasses a wide range of disciplines, from forecasting and

Register to Read More of this article

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

Register to Read More of this article

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

Register to Read More of this article

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

Register to Read More of this article

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

Register to Read More of this article

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

Register to Read More of this article