Displaying articles, webcast archives, and management tools for the category "Sales Technology". Click here to see upcoming events for this category.
Webcast • Sales Technology, Sales Operations
Sales Operations' New Social AgendaDecember 15, 2011
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. In this SMA webcast, we’ll review how sales
Conference Archives • Sales Technology, Sales Operations
Predictive Analytics for Sales Leaders: What You Need to KnowOctober 19, 2011
From SMA's 2011 Sales Productivity and Performance Management Conference
Companies today are awash in data and metrics, creating information overload for sales leaders and sales people. Most sales reporting dissects what happened yesterday – what we have already sold. What is important is what will likely happen tomorrow – what we will sell - and then taki
Conference Archives • Strategy & Planning, Sales Technology, Sales Operations
The Science of Sales Force DeploymentOctober 19, 2011
From SMA's 2011 Sales Productivity and Performance Management Conference
Management's impact on sales productivity begins before the first sales call is made, when the sales deployment model is established. Sales deployment decisions define the who, what, when, where, and how of customer coverage - addressing how many and what type of salespeople will contact whic
Conference Archives • Sales Technology, Sales Operations
Increasing Revenue Performance Through Intelligent Sales ForecastingOctober 19, 2011
How can you increase win rates and accelerate revenue? With all the attention our organizations focus on the sales forecast, you would think we’d have better techniques and technology by now! In this interactive workshop, Cloud9 Analytics' Tracey Kaufman leads discussionon how best
Conference Archives • Sales Technology, Sales Compensation, Sales Operations
Measuring Return on Sales Performance ManagementOctober 19, 2011
Sales Performance Management (SPM) software solutions promise to enable and automate crucial aspects of sales management; and interest in these solutions is surging. How are practitioners using SPM, and are they realizing value from SPM investments? In this panel discussion, we’ll exam
Conference Archives • Sales Technology, Sales Operations
Inside the Sales 2.0 Sales OrganizationOctober 18, 2011
Just as the cobbler’s children often turn up with holes in their shoes, salespeople marketing sales productivity solutions can find their own tools and support inadequate. Brainshark, a sales technology company that often sells to other sales organizations, decided it would have no part of
Conference Archives • Sales Technology, Sales Transformation
Technology's Impact on Sales Management PracticeOctober 18, 2011
Technology has impacted all management disciplines, but few as profoundly as sales management. A disparate collection of technologies, applications, and platforms are making salespeople more productive, information more easily accessed, and communication more efficient for sales organizations. As
Conference Archives • Sales Technology, Sales Operations
Moving From Data to Decisions: Making Sales Information Actionable with Dashboard AnalyticsOctober 18, 2011
Last generation’s sales leaders were likely to complain that they had too little reliable performance data to make informed management decisions. Their protests seem quaint in comparison to those of today’s front-line sales managers, whose challenges include making sense of too much d
Webcast • Coaching for Performance, Sales Technology
Measuring Sales Coaching SuccessOctober 02, 2011
Management's Key Performance Indicators
Many sales organizations embrace coaching as an essential sales management role. With good reason: coaching's impact on sales force effectiveness and salesperson development has a tangible impact matched by few other management activities. Yet even those organizations that make sales coaching
Webcast • Sales Technology, Sales Operations
Management's Guide to Effective Sales Performance ReportingSeptember 07, 2011
Performance reporting provides an essential tool for salespeople and the managers directing them. In this SMA webcast, we present an overview of top reporting tips and best practices for accelerating sales performance and management effectiveness. Speakers will discuss specific examples of how re
