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

Webcast

Webcast • Sales Technology, Sales Operations, First Line Sales Management, Sales Enablement

Managing the Cloud-Enabled Sales Force

May 27, 2014

  Technology is changing how organizations direct and support field salespeople. Nowhere is this more apparent than in the explosion of cloud-based productivity tools. In this webcast, we review strategic trends in cloud-based sales force enablement, and examine case examples and best pr

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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 • Strategy & Planning, Sales Technology, Sales Operations, Analytics, Sales Performance Management

Course Correcting the Sales Plan

March 14, 2014

  You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales produ

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Performance Management

Sales Performance Management Strategy for 2014

February 07, 2014

Does your organization have a clearly articulated strategy around Sales Performance Management? If not, you probably should -- research shows that companies that invest in sales performance management have a higher percentage of reps that make quota, lower sales turnover, shorter sales cycles,

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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 • Sales Technology, Sales Operations, Sales Training, Analytics, Sales Performance Management, Mobility

New Salesperson On-boarding and Enablement Best Practices

December 20, 2013

New salesperson onboarding programs address a productivity-killing problem for all sales forces: getting new sellers up to speed. Effective sales leaders are addressing onboarding with a range of tools, including new ways to measure onboarding success. This webcast presents best practices in sale

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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 Technology, Sales Operations, Analytics, Sales Performance Management

Leveraging CRM Data for Next Level Insights

December 12, 2013

CRM and other automation systems have contributed to many sales organizations’ success, yet there is untapped potential in the data they contain. With innovative business analytics and mobile tools, companies can use data to expose sales trends, answer crucial client questions, and allow re

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Webcast

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

Mobile Sales Enablement: Intelligence, Policies and Tools For an Agile Sales Force

December 04, 2013

Mobile technology can drive revenue growth, productivity and effectiveness in the sales organization. This webinar examines best practices in mobile sales enablement and management frameworks for aligning mobility investment for maximum ROI. Topics include gaining mobile salesperson acceptance th

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Webcast

Webcast • Sales Technology, Selling Effectiveness, Sales Enablement

Improving Sales Productivity: an End-to-End Approach

November 03, 2013

Sales leaders are challenged to drive profitable sales growth in the face of a continually changing buying environment. In doing so they must align their firms' selling activities with the way customers buy; they must insure the sales force communicates value; and must make sure deals and opp

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