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, Selling Effectiveness, Sales Enablement, Mobility

What's on Your iPad?

June 27, 2012

Showcasing Sales Management's Favorite iPad Apps

According to recent Sales Management Association research, sales organizations are poised for a tidal wave of tablet PC adoption. Though only 40% of salespeople are currently equipped with tablets, 70% of executives in sales organizations using tablets are already realizing ROI, and more than 90%

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Webcast

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

The Importance of Key Performance Indicators in Sales Performance Management

July 24, 2012

Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield

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

Analyzing Sales Productivity: Using Workload, Opportunity, and Performance Metrics For Sales Territory Intelligence

September 08, 2012

Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defi

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Webcast

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

Territory and Quota Planning Checklist: Preparing for 2014

September 13, 2013

It’s planning season for sales operations departments, the time of year when territory assignments, quotas, and compensation plan changes are considered for the coming year.   Effective quota and territory planning starts with the right mix of standardized practices and field p

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Webcast

Webcast • Strategy & Planning, Sales Force Roles, Sales Technology, Sales Operations, Analytics, Sales Performance Management, Territory Management

Case Study: Optimizing Sales Coverage

August 17, 2012

A sales organization’s coverage model aligns its selling resources with customers and market opportunity. Optimizing sales coverage represents an important priority for many firms as they plan for 2013. This Sales Management Association webcast features approaches for improving both sales c

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Webcast

Webcast • Sales Process Management, Coaching, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management, Territory Management

Metrics, Process, and Performance Management

August 04, 2011

Sales Operations often serves as the command center for sales analytics. In this session, recorded at The Sales Management Association's May 2011 workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University's Center for Sales Leadership, Jason Jordan

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Webcast

Webcast • Sales Technology, Sales Operations, Selling Effectiveness

Research Update: Sales Proposal Effectiveness

August 16, 2013

Communicating a formal offering to prospective customers represents a pivotal sales process stage. This research initiative examines current proposal management practices in business-to-business sales organizations. Research objectives include assessing what high-performing sales organizations do

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Webcast

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

Best Practices in Mobile Sales Enablement

July 11, 2013

Though sales organizations have invested heavily in sales productivity, many are finding returns on "sales enablement" initiatives elusive. Mobile devices are proving to be a critical component of successful enablement programs. Effectively implemented, they provide sellers with engagin

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Webcast

Webcast • Sales Technology, Mobility

The iPad's Impact on the Sales Force

May 06, 2012

Research on Tablet PC Adoption by Sales Organizations

iPads are portable, compelling, and cost-effective, and they are having no small impact on the sales organization. More powerful than smart phones, and more mobile than laptops, iPads have an additional benefit uniquely suited to sales: they are consummately social devices. That is, they offer an

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