Webcast

Webcast • 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 forecasting, territ

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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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Webcast • Sales Process Management, Sales Operations

Simple Steps to Transform Your Sales Process

July 27, 2017

  Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue

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Webcast • Selling Effectiveness, Sales Training

Your Customer Service Training is Sabotaging Your Sales Training

July 24, 2017

  Twenty years ago, it took a relatively long time to build a bad reputation. Today, with the megaphone of social media, it can happen in seconds. And when it does, all the good will your salespeople have worked so hard to build up will be wasted. Without a consistent approach and mindse

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

Fix Sales Forecasting Forever

July 21, 2017

  For many organizations, sales forecasting is a massive exercise in futility. No matter the approach, it always seems to consume a tremendous amount of energy and produce a dubious result. It doesn’t have to be this way! During this session, attendees learn a simple, new approach

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Webcast

Webcast • Sales Compensation

Building for Growth – Creating a Successful Model of Future Sales Compensation

July 20, 2017

  As companies move through the growth curve towards maturity, selling strategies need to change. During this period, legacy sales compensation plans and processes often struggle to keep up. This can create misalignment between the tactics needed for growth and the motivation of the sale

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Webcast

Webcast • Sales Training

Modern Learning for the Modern Sales Team

July 17, 2017

  In the age of Snapchat and YouTube, today’s sales professionals live on their mobile devices to connect, collaborate and learn. Considering people process visuals 60,000 times faster than text, and that adding visuals increases information retention 5.5x, it’s critical that

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Webcast • Coaching, Leadership Development, First Line Sales Management, Selling Effectiveness, Sales Training

The Missing Link in Your Coaching Initiative – The Head Coach

June 29, 2017

  Many sales organizations recognize the tremendous value effective coaching can add to their other sales initiatives. Unfortunately, most coaching programs produce little change in the behavior of sales managers. Why is this, and what can you do to ensure your coaching initiative doesn&

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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 • 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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