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

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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Webcast

Webcast • Sales Process Management

Research Update: Sales Pipeline Management Practices

November 27, 2013

  Sales organizations often track prospective sales opportunities using “sales pipeline” or “sales funnel” reporting tools. These usually show pending sales opportunities or prospective customers, in the context of a sequential sales process. Yet practices vary si

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Webcast

Webcast • Sales Process Management, Sales Operations

Research Update: Sales Process Adoption and Usage

August 14, 2013

Sales process is widely acknowledged as an important feature of a productive sales system, sales process discipline varies widely across firms. This research examines how large business-to-business sales forces are using defined sales processes, their impact on firm performance, and factors contr

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Webcast

Webcast • Sales Process Management, Sales Technology, Selling Effectiveness, Sales Training

Research Update: Enabling Sales Methodology through Technology

August 09, 2013

Deploying a consistent selling approach is an important priority for many sales organizations. Technology represents a potentially valuable tool for communicating, reinforcing, and driving adoption of sales methodology. This Sales Management Association Research Initiative investigates how compan

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academic research

Academic Research • Sales Process Management

Testing an Enhanced, Process-Based View of the Sales Process

July 02, 2013

This paper proposes that traditional process-based frameworks of selling may be underspecified given three realities affecting the sales role today: (1)longer sales cycles, (2) an increased customer demand for total solutions, and (3) a shift from a product- to a services-centric economy. An argu

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Webcast

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

Optimizing Sales Proposals and Quoting

May 06, 2013

Technology is enabling new approaches to streamlining sales proposal and quoting processes for sales organizations. This webcast offers instructive insights for firms working to improve proposal and quoting effectiveness. Key topics include a review of:   Technology’s

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Sales Enablement, Mobility

High Touch without a Hard Sell: How iPads are Transforming Sales Meetings

December 13, 2012

Tablets are transforming face-to-face selling. More engaging than laptops, and easier to share than mobile phones, tablets are proving useful at overcoming the physical barrier between buyer and seller, making sales meetings more interactive and content-rich.   In this webcast we ill

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Webcast

Webcast • Sales Process Management, Sales Operations, First Line Sales Management, Sales Training, Sales Enablement, Social Media

Social Media and Sales Management Practice: Research Update

December 07, 2012

Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations.   This presentation features updates

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Webcast

Webcast • Strategy & Planning, Sales Process Management, Sales Operations, Selling Effectiveness, Sales Performance Management, Sales Enablement

Improving Sales Force Productivity - Research Findings From Top Sales Organizations

December 05, 2012

Selling has never been more challenging. Simpler days of pushing products to semi-informed buyers have given way to complex, customer-focused solutions that require in-depth knowledge, collaborative teamwork and flawless execution. Simultaneously, faced with pressures to reduce cost, sales leader

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