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, 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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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Enablement

Streamlining Sales Approval Processes

March 28, 2014

  What’s a sales force’s most expensive asset? Its sales managers’ time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching opportunities and diminished influence on other business outcomes. The trouble is, it’s not always easy

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

Fixing Forecast Accuracy

January 17, 2014

  Forecasting accuracy is a problem for sales organizations. Too often forecasts reflect little more than a sales force’s collective intuition about future results. Not the reliable predictor management needs.   New approaches to forecasting are proving much more valua

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Webcast

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

Moving Proposals Online: Emerging Trends, Key Outcomes, and Best Practices

December 19, 2013

Proposals are a challenge for managers, customers and salespeople, our recent research suggests. Managers can’t get data on proposal activity, such as the number of proposals outstanding, and their status. Customers can’t understand overly-complex proposal documents, and salespeople c

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