Webcast

Webcast • Sales Performance Management

Transforming Your Mid-Tier Sales Team into Top Performers

November 18, 2016

  According to recent studies, ROI in training quadruples from 22% to 88% when reinforced with in-field coaching. Yet, 50% of reps are stuck in the middle, never graduating to top level performers.

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research

Research • Strategy & Planning, Sales Technology, Sales Operations, First Line Sales Management, Analytics

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.   It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objec

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Webcast

Webcast • Sales Operations

Research Update: Refocusing Sales Operations

November 11, 2016

  Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales org

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Webcast

Webcast • Sales Technology, Sales Performance Management

Sales Performance Management Series Webcast 2: Transitioning From Spreadsheet-Based Territory Management and Sales Capacity Plan

November 10, 2016

  Our five-part sales performance management fundamentals series continues with a session on sales territory planning. Planning sales territories is, in theory, simple: put the right salespeople on the right accounts with the right targets. In practice, however, it requires consolidating

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management

Sales Performance Management Series Webinar 1: Account Segmentation and Scoring

November 08, 2016

We kickoff a five-part series on sales performance management fundamentals with a webcast on account segmentation and lead scoring by Rowan Tonkin from Anaplan and Tony Yeung from Zs Associates. This topic focuses on aligning sales coverage with marketing strategy, and touches on accou

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conference archives

Conference Archives •

Workshop: The ROI on Sales Force Effectiveness Initiatives

October 26, 2016

As the largest expense on many firms’ operating statement, the sales force attracts plenty of management scrutiny and frequent assessment of its ROI. This session considers how sales organizations attempt to improve sales force effectiveness through various initiatives, how they measure

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conference archives

Conference Archives •

Panel: No Buyer Left Behind: Designing Territories to Engage Every Opportunity

October 26, 2016

How do firms optimize existing resources when facing deployment decisions such as, “How many sales reps do we need,” “Who should call on which accounts/prospects,” and “How do we design territories maximize the resources we have?” This expert panel dis

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conference archives

Conference Archives •

Workshop: Sales Talent Assessment: When, Where, and Why You Should Use a Structured Approach

October 26, 2016

“Will” and “skill:” two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,”but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienc

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conference archives

Conference Archives •

Workshop: The Future of Sales Compensation

October 26, 2016

Sales compensation programs were built by, and for, Baby Boomers and Generation X’ ers. But newer generations – like Millennials (born after 1977) and “Gen 2020” (born after 1997) will soon represent the majority of sales workers. Their needs, interests, and motivations

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conference archives

Conference Archives •

Workshop: Thawing the Sales Force’s Frozen Middle

October 26, 2016

The value of top-performing salespeople is easy to understand. But managers may too often underestimate the value of “middle performers” – those solid citizens whose numbers are less stellar, but who may have an unrealized reservoir of potential. Unlocking this potential can

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