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

research

Research • Sales Technology

Research Brief: Sales Performance Reporting

February 16, 2015

  Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management prioriti

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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 Technology, Sales Compensation, Sales Operations

Building a Smart Sales Plan

October 09, 2014

  A recent Aberdeen report on sales performance effectiveness reveals that there’s a large gap between best-in class firms and the rest of the pack when it comes to meeting quotas. While 84% of the best-in-class companies met quota, only 55% of average and 15% of laggard compa

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Webcast

Webcast • Sales Technology, Sales Compensation, Sales Operations, Sales Performance Management

How to Avoid the 5 Most Common Mistakes with Sales Incentive Systems

October 08, 2014

  By now, most companies have put in place an Incentive Compensation Management system to automate incentive calculations. Discover the 5 most common things that are holding back these companies from truly realizing the promise of Sales Performance Management systems. From poorly designe

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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 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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