Webcast

Webcast • Selling Effectiveness, Sales Training

When Challengers Fail - Refocusing Sales Efforts to Keep and Grow Customers

June 26, 2017

  What happens when a salesperson accustomed to challenging the status quo becomes the status quo? Like the dog that catches the car its chased, or a gadfly unexpectedly elevated to political power (to wit: our current US political drama), those best at upending the present may offer dub

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management

Setting Sales Up for Success to Meet Quota

June 06, 2017

  According to a recent study from Sales Management Association, " organizations consider less than one out of five new sales hires added over the past 24 months to be successful." If you are a sales leader, meeting quota may seem daunting. As we rapidly approach the middl

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Webcast

Webcast • Sales Operations

Transform Sales by Leveraging Sales Operations as a Service

May 08, 2017

  Are your incentive compensation plans driving the right behaviors? Do you have the information you need to effectively plan your territories and quotas? Do you lack essential skills in your sales operations function? Sales Operations as a service is an approach that can address a growi

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Webcast

Webcast • Sales Enablement

Sales Enablement: Making the Pain Worth the Gain

April 27, 2017

According to the latest Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the percentage of organizations that have a Sales Enablement function has grown by 69 percent since 2013, while only 1/3 of organizations have met or exceeded their Sale

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research

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

Research Brief: Sales Analytics Capabilities

April 21, 2017

  This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always

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research

Research • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Brief: Enabling Indirect Sales Channels

April 21, 2017

  This research investigates tactics used by firms in support of indirect sales channels – the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can aff

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Webcast

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

Research Update: Sales Analytics Capabilities

April 20, 2017

This webcast summarizes findings from recently concluded Sales Management Association research on sales organization’s analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales manage

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Webcast

Webcast • Sales Enablement

Driving Sales Enablement Adoption and Engagement

April 17, 2017

  This webcast focuses on deploying sales enablement technology. Addressing best practices in content mapping, training, and platform adoption it will equip sales enablement leaders with practical frameworks and actionable ideas for driving platform success.

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Operations, Analytics

Forecast Accuracy: Five Best Practices in Sales Analytics and Planning

April 10, 2017

   Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations’ most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by

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research

Research • Coaching, Sales Training

Research Brief: Salesperson Learning Preferences

April 10, 2017

  This research investigates the range of training and development practices utilized by sales organizations. These practices are rapidly evolving in response to emerging technology and the quickening pace of change in sales job content and learning objectives. This study illuminates whi

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