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, 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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Webcast

Webcast • Sales Process Management, Sales Technology, Selling Effectiveness

Process vs. Technology - The Battle for Sales Productivity in 2015

December 18, 2014

  Less than a third of companies didn't see ROI from their sales technology investments in 2014, according to a research study conducted with the Sales Management Association. Meanwhile, 54 percent of high-performing sales teams have a clear, well-defined process. These two statistic

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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

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Configure-Price-Quote

Three Best Practices for Modernizing Lead-to-Money Processes

August 22, 2014

  Smart devices, cloud platforms, and mobile applications promise productivity increases for sales organizations. By 2020, 450 billion business transactions will take place on the Internet daily, and already mobile device sales are out-pacing those of PCs. But some sales organizations ma

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations

Research Update: Automating Sales Processes

August 07, 2014

  Automating sales process holds great promise for improving sales force productivity. In this webcast we review findings from our recent research initiative on sales process automation, focused on how, why, and to what extent sales organizations are automating core sales processes.

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