Webcast

Webcast • Coaching, Sales Training

Why Your Sales Onboarding Process Is Broken & How to Fix It

October 25, 2017

  Many of us are familiar with the “10,000 Hours” rule popularized by Malcolm Gladwell in his book, Outliers. The theory goes that for anyone to reach the “tipping point” of greatness, they must study or practice a specific skill for 10,000 hours. In the years sin

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Webcast

Webcast • Sales Operations, Sales Performance Management

Sales Operations’ Impact on Sales Talent Management

October 06, 2017

  Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement. This

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Webcast

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

Supercharge Sales Performance with Data

September 29, 2017

We want actionable information, not data challenges. In the age of big data how can sales leaders avoid being caught up in information overload? Having access to so much information can sometimes feel as if we’re swimming in it. As a sales leader, you want to make the most educated decision

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Webcast

Webcast • Strategy & Planning, Sales Process Management

Developing Revenue Growth Initiatives

September 14, 2017

  Organizations usually look to increase revenue, but often lack clear action plans for achieving their growth objectives. This webcast examines three sources of revenue growth – acquisitive growth, market growth, and organic revenue growth – while suggesting analysis techniq

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Webcast

Webcast • Coaching, Sales Operations, Sales Training, Sales Enablement

Transform Your Sales Onboarding to Drive Better Outcomes

September 11, 2017

  No matter the size of your sales team, the turnover you experience or the solutions you provide, onboarding new people can be an enormous challenge. Studies indicate the longer the time to achieve quota, the less likely someone is to succeed in their sales role. But how do you onboard

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Webcast

Webcast • Leadership Development, First Line Sales Management, Sales Training

Research Update: Sales Manager Training Tactics

September 01, 2017

  As a follow-on study to last year’s research on sales manager training, this first look research review webcast takes a more detailed look at the specific topic, tactics, and priorities given to sales management training initiatives. It benchmarks firms’ investments in mana

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Webcast

Webcast • Sales Operations, Sales Training, Sales Enablement

Sales Enablement Success at Symantec

August 21, 2017

Last year Symantec acquired Blue Coat, defining its position as an innovative cybersecurity leader. At the time, Blue Coat was scaling rapidly with revenue exceeding $750 million. Chris Fulmer was a part of BlueCoat's sales enablement team as it scaled and is now Director of Sales Enablemen

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Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness, Analytics

Research Update: Measuring Sales Force Activity

August 10, 2017

  Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the

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research

Research • Sales Performance Management

Research Brief: Sales Performance Management Priorities

August 08, 2017

  This research examines sales organizations’ sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecas

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Webcast

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

Research Update: Sales Performance Management Priorities

August 04, 2017

  Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota as

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