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 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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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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