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  1. Mobile Sales Enablement: Intelligence, Policies and Tools For an Agile Sales Force

    Mobile Sales Enablement: Intelligence, Policies and Tools For an Agile Sales Force

    Mobile technology can drive revenue growth, productivity and effectiveness in the sales organization. This webinar examines best practices in mobile sales enablement and management frameworks for aligning mobility investment for maximum ROI. Topics include gaining mobile salesperson acceptance through technology tools and defining success measures for the organization and sales force.
    Presented by Runzheimer International.

  2. Research Update: Sales Pipeline Management Practices

    Research Update: Sales Pipeline Management Practices

    Sales organizations often track prospective sales opportunities using “sales pipeline” or “sales funnel” reporting tools. These usually show pending sales opportunities or prospective customers, in the context of a sequential sales process. Yet practices vary significantly among firms that utilize these tools.

    In this Sales Management Association webcast, we review research findings from a study that identifies business-to-business sales reporting approaches, and isolates best practices for pipeline management.

    Specific areas of focus for this research include:

    • Identifying current approaches for managing sales pipeline
    • Determining management's most important priorities for improving sales pipeline management effectiveness
    • Assessing the use of enabling technology for improving pipeline effectiveness
  3. Winning the Business Case for Sales Performance Management (SPM)

    Winning the Business Case for Sales Performance Management (SPM)

    Your organization needs a solution to manage sales performance, but in a world of decreasing budgets, how do you get the buy-in you need to make your dream a reality? Learn how to win the business case and secure funding for a Sales Performance Management (SPM) solution.

    Learn how you can:

    • Monetize the SPM cost & deficiencies
    • Estimate the total cost of ownership
    • Calculate the ROI
    • Increase Sales Performance with an SPM tool
    • Gain Meaningful Insight to make better business decisions


    Presented by Maneesh Gupta, Managing Partner at Spectrum Technologies and Brian Thompson, Vice President, Product Management at Iconixx.

  4. Assessing Sales Talent for Front-Line and Management Roles

    Assessing Sales Talent for Front-Line and Management Roles

    Drawing upon their recent best practice research on first-line sales manager staffing practices, Aon Hewitt’s Steve Grossman and Miriam Nelson offer insight into the sales manager’s essential contribution to sales organization performance.

    Topics include benchmarks for FLSM investment, recruitment and selection practices, job focus and role clarity, and correlating FLSM investments with firm performance.

  5. New Product Selling - What Works

    New Product Selling - What Works


    The sales force plays a critical role during the implementation stage of a new product launch. If they don’t buy in, the product fails. In fact 65% of new product launches fail at a cost of billions of dollars. How can you effectively communicate new products to the sales force and inspire them to allocate scarce selling time to them?

    Join Professors Michael Ahearne and Thomas Steenburgh as they share the results of new research about what works and doesn’t in new product launches.

    You’ll Learn:

    • Why conventional approaches to selling new, innovative products are ineffective
    • Ways to manage the sales process that have the potential to revamp new product launches
    • How sales trainers and content marketers are adapting to the new reality of product launches with more effective business communications

    Presenters:

    • Michael Ahearne, Professor of Marketing and C.T. Bauer Chair in Marketing at the University of Houston; and Executive Director of the Sales Excellence Institute
    • Thomas Steenburgh, John L. Colley Associate Professor, Darden Graduate School of Business at the University of Virginia.
  6. How To Coach, Motivate & Incent To Exceed Sales Quotas in 2014

    How To Coach, Motivate & Incent To Exceed Sales Quotas in 2014

    Sales leadership’s planning and development efforts in the last quarter of the year will have a profound effect on next year’s performance. What considerations are essential for sales leaders planning for 2014? In this webcast we’ll review best practices for assessing current performance, leveraging supporting data, developing course corrections, and implementing change for 2014, all from the sales leader’s point of view.

    You will learn how to:

    • Identify the successful selling behaviors of your top performers, and coach the rest of the team to lift overall quota attainment throughout your organization.
    • Utilize gamification concepts to drive your sales people to adopt the behaviors, training and tools critical to their success.
    • Motivate and reward employees based on both cash and non-cash rewards
    • Align sales goals with corporate objectives by implementing the appropriate incentive compensation plan across the organization

    Speakers:

  7. Improving Sales Productivity: an End-to-End Approach

    Improving Sales Productivity: an End-to-End Approach

    Sales leaders are challenged to drive profitable sales growth in the face of a continually changing buying environment. In doing so they must align their firms' selling activities with the way customers buy; they must insure the sales force communicates value; and must make sure deals and opportunities are addressed efficiently. CRM systems aid these efforts, but fall short of providing comprehensive support solutions.

    What’s needed instead is an end-to-end approach to managing desired selling behavior. This webcast addresses effective approaches to aligning sales activities with buyers, communicating value, and accelerating sales cycles, in an end-to-end approach that yields overall sales productivity improvement.

    Presented by Christopher Faust, Chief Marketing Officer at Qvidian.

  8. Managing Sales Compensation Risk

    Managing Sales Compensation Risk

    Sales compensation is a powerful tool for motivating and managing the sales force. But it is definitively a double-edged sword as companies that get it right enjoy significant benefit, while those who get it wrong feel material downside. Companies that manage sales compensation well also actively manage various compensation program risk. This webcast reviews sound practices for risk management as part of an effective in sales compensation program.

    Topics covered include:

    • Plan design and administration process best practices – who, when, and why to engage
    • Metrics and data to leverage to manage risk
    • Gauging risk scorecard

    Presenters:

    • Erik Charles, Director of Product Marketing and Principal Incentives Strategist at Xactly
    • Shawn Rossi, North America Practice Leader, Sales Performance, Mercer
  9. Research Update: Sales Performance Management Practices

    Research Update: Sales Performance Management Practices

    OpenSymmetry recently concluded a global study on sales performance management. The study focuses on processes, tools and reporting approaches used to enable sales organizations. In this webcast, OpenSymmetry will share results from the study, and suggest implications for sales and sales operations leadership.

    Topics:

    • Establishing which performance management approaches are best
    • Benchmarking sales payout accuracy
    • Determining which tools, including spreadsheets, are used to administer sales compensation programs
    • Profiling best practices among high performing firms
    • Identifying emerging approaches to improving analytics support

    Presented by OpenSymmetry's Iffat Mushtaq, Senior Director, Global Strategy Services.

  10. Managing Quotas: Separating Superstition from Fact

    Managing Quotas: Separating Superstition from Fact

    In this webcast we’ll address five common management practices that govern sales performance management. We’ll debate the factual basis for each approach, and attempt to dispel unfounded, but commonly held assumptions that undermine effective management.

    Our presenters will examine five commonly held assertions:

    • Quotas should be over allocated
    • All reps should have the same quota
    • All territories are created equally
    • The best reps should be put in the best territories
    • The sales force is underperforming if x% of salespeople are below quota

    Presenters are Ken Kramer, Executive Director Sales and Marketing for TerrAlign and John O’Shea from SmartQuota.

  11. Using What-if Analysis to Manage the Risk of Comp Plan Changes

    Using What-if Analysis to Manage the Risk of Comp Plan Changes

    “If we change the comp plan, will it have the desired results?” This is a question that can paralyze decision making. Though change impact can't be predicted with 100% certainty, “what-if” analysis can provide clarity and insight before changes are implemented, allowing you to move forward with reduced likelihood of unintended consequences. Though most companies agree that modeling the impact of potential change is important, few bring sufficient analytical rigor to the effort, resulting in disruptive in-year plan changes after rollout, and expensive, avoidable errors.

    In this 45-minute webinar, presenters will:

    • Explain the strengths and limitations of what-if analysis
    • Go over the questions you may want to answer with the analysis
    • Highlight pitfalls to avoid and ways to overcome limitations
    • Demonstrate specific what-if analyses, taking you through setting up the analyses, running scenarios, and interpreting the results

    Presenters

    • Elliot Scott, Sales Effectiveness and Incentive Compensation Consultant
    • Brian Thompson, Vice President, Iconixx Software
  12. Territory and Quota Planning Checklist: Preparing for 2014

    Territory and Quota Planning Checklist: Preparing for 2014

    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 participation, combines efficient work flows and communications, and includes the right metrics, performance tracking, and management reporting. In this webcast, presenters from Accenture and CallidusCloud cover best practices for managing timely, accurate quotas, and effective territory assignments. You’ll walk away with a checklist to help kick off planning for 2014!

    Presenters: Matthew Zink, Manager at Accenture and Derrick Russ, Senior Solutions Director at CallidusCloud.

  13. Making Sales Forecasts a Reality

    Making Sales Forecasts a Reality

    Achieving the sales forecast requires fact-based decision-making and resource allocation. Successful sales organizations that routinely achieve their sales goals, address the following preliminary questions in developing their execution plan:

    • How many resources do we have and what can each produce?
    • Who are our target customers/prospects and what will they buy?
    • How can we focus our reps on the right efforts?

    By addressing these planning priorities at the territory and organization level, successful firms develop effective execution strategies that turn forecasts into reality. This webcast focuses on these impactful planning approaches. Speakers are TerrAlign’s Ken Kramer, Executive Director Sales and Marketing, and Iconixx Software’s Brian Thompson, Co-founder and Vice President. 

  14. Hunters and Farmers: Best Practice Approaches to Incentive Pay and Job Design

    Hunters and Farmers

    Are you just doing more of the same thing as your sales team grows? Are you making the mistake of having your Hunters farm old accounts, while also expecting them to cold call into new prospects? Do you just make a tweak to the incentive plan and give the same plan to everyone? As companies grow, sales teams often become increasingly specialized, with each job requiring different rewards to incent different behavior. If you fail to align incentives with job type, your sales team won't be driven in the right direction.

    In this Sales Management Association webcast Erik Charles, Xactly's Principal Incentives Strategist, shares best practices in designing specialty sales roles and the incentive plans that direct them.

  15. Leveraging Data to Drive Sales at LinkedIn

    Leveraging Data to Drive Sales at LinkedIn

    Like many companies experiencing hyper-growth, LinkedIn struggled to meet its sales teams’ reporting demands. Conventional business intelligence tools proved inadequate for team members, who were expected to make their own data-driven decisions. After recasting its analytics strategy, LinkedIn provided its decision makers with greatly improved visibility and insight, ultimately establishing its analytics strategy as a competitive differentiator. LinkedIn now supports thousands of team members with fast, scalable, and easily implemented data resources, and is taking its sales to the next level.

    Learn how LinkedIn was able to deliver a sales analytics platform that:

    • Improved conversion rates, net profits and ROI
    • Significantly reduced costs
    • Increased the speed of analysis
    • Empowered sales team members to answer their own questions

    Speakers:

    • James Raybould, Sales Insights Director at LinkedIn
    • Simon Zhang, Business Analytics Director at LinkedIn
  16. Using Sales Data and Analytics: Insights for Leadership

    Using Sales Data and Analytics: Insights for Leadership

    Sales Performance Management (SPM) combines disparate information sources into essential intelligence for sales leaders. This webcast describes how sales organization can identify new profit sources and enable growth strategies through SPM. By integrating data from product, marketing, finance, and HR, SPM’s analytics yield insights previously unavailable to management. Examples include:

    • Product & Marketing: SPM solutions can tell us what is forecasted to sell, what actually sold, to which customers, in which geographies, by which sales channels. Real-time insight that can be used to improve product marketing, sales and demand planning.
    • Sales Economics: Evaluate at a more granular level the impact of sales across channels or individuals by tying profitability to attainment and incentive payouts. Did the incentives paid align to the resulting bottom line impact to our company?
    • Human Performance: Better understand characteristics of top performing sales leaders and individuals. Use insight to adjust incentives and implement programs to get faster results from new hires and improve results from lower-performing reps.
    • Customer Insight: Better understand sales activity and performance at the customer level. Learn about the customer share and penetration, predict when to act on product refresh cycles, or how effectively sales are opening doors at new customers to drive market share.

    Presenters:

  17. Research Update: Sales Proposal Effectiveness

    Research Update: Sales Proposal Effectiveness

    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 differently from others during the proposal stage of their sales process; and prioritizing potential investment strategies for improving proposal effectiveness.
    Specific areas of focus for this research include:

    • Identifying current practices in proposal management
    • Determining the most important elements in effective proposals
    • Establishing respondents' most important challenges in proposal management
    • Identifying best practices among high performing firms' proposal management programs

    Research findings are presented by Sales Managgement Associaztion Chairman Bob Kelly, with expert commentary from Dustin Sapp, President of TinderBox, and Brian Vail, Vice President of Marketing at Miller Heiman.

  18. Managing Sales Quotas: Key Trends

    Managing Sales Quotas: Key Trends

    This webcast presents key trends, emerging practices, and challenges in quota management. Topics include quota setting methodology, best practices for promoting quota accuracy and fairness, goal allocation approaches, and analytics to measure quota management effectiveness. Also presented are findings from Aon Hewitt’s recent study of quota management practices among business-to-business sales organizations.

    Presented by Rob Bentley, Associate Partner, and Scott Sands, Partner from Aon Hewitt's Sales Force Effectiveness practice.

  19. Research Update: Sales Process Adoption and Usage

    Research Update: Sales Process Adoption and Usage


    Sales process is widely acknowledged as an important feature of a productive sales system, sales process discipline varies widely across firms. This research examines how large business-to-business sales forces are using defined sales processes, their impact on firm performance, and factors contributing to sales process adoption and effectiveness.

    Specific areas of focus for this research include:

    • The impact of sales process on sales and profit performance
    • Adoption and use of various sales process by sales organizations
    • Best practices in sales process implementation
    • Rates of compliance with company policy towards sales process adherence
    • Key obstacles that prevent sales process implementation and adoption

    Research findings are presented by Bob Kelly, Sales Management Association Chairman, with expert commentary from AchieveGlobal’s Mark Marone, and Lewie Miller, CEO of Qvidian.

  20. Research Update: Enabling Sales Methodology through Technology

    Research Update: Enabling Sales Methodology through Technology

    Deploying a consistent selling approach is an important priority for many sales organizations. Technology represents a potentially valuable tool for communicating, reinforcing, and driving adoption of sales methodology. This Sales Management Association Research Initiative investigates how companies are using technology to enable effective sales methodology. 

    Research results focus on:

    • Identifying current approaches for driving adoption of sales methodology
    • Determining management's most important priorities for improving sales methodology effectiveness
    • Assessing the use of enabling technology for improving sales methodology effectiveness

    Presented by Sales Management Association Chairman Bob Kelly, with expert commentary from research underwriters AXIOM Sales Force Development and MicroStrategy.

  21. Assessing Sales Force Effectiveness

    Assessing Sales Force Effeciveness

    Managing high performing sales forces begins with defining success. It also depends upon management’s ability to correctly diagnose performance issues, surface root causes, and introduce corrective measures. This webcast presents a framework for identifying, measuring, monitoring, and managing sales organization effectiveness.

    Presented by Marco Madero and Scott Barton from Aon Hewitt's Sales Force Effectiveness Practice.

  22. Best Practices in Mobile Sales Enablement

    Best Practices in Mobile Sales Enablement

    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 engaging content at the right place and time to move a sale forward. They can have the considerable additional benefits of reinforcing product training and coaching for salespeople, and delivering a rich and distinctive buying experience.

    In this webcast, Steve Diorio of Profitable Channels offers insight into mobile sales enablement's best practices and emerging trends. He’s joined by Alex Salop, Director, Enterprise Product Marketing, Brainshark.

    Topics include:

    • How mobile sales enablement solutions can help you grow revenues, improve sales effectiveness, and differentiate the client experience.
    • Three practical steps you can take to get your company ready for mobile sales.
    • Nine ways mobile devices can transform the sales process and the customer experience.
  23. Leading the Social Sales Force

    Leading the Social Sales Force

    Social media is changing the way sales people interact with buyers and prospects. For sales managers, optimizing the sales organization’s social media utilization is an emerging priority. In this panel discussion, we ask two social media thought leaders to address sales leadership’s challenges and opportunities in managing social media engagement. Moderated by Sales Management Association Chairman Bob Kelly.

    Panelists

    • Barb Giamanco, Social Selling Strategist and Co-Author of The New Handshake: Sales Meets Social Media
    • Koka Sexton, Senior Social Marketing Manager, LinkedIn
  24. How Collaboration Advances the Sale

    How Collaboration Advances the Sale

    As selling gets more complex, salespeople depend more on managers, subject matter experts, and specialized resources to succeed with buyers. How do world-class organizations apply the right resources to the right deals?

    Join us to learn what world-class organizations do differently to support collaborative culture and effective social sales communities. Speakers include Joe Galvin, Miller Heiman’s Chief Research Officer, who'll review findings on this topic from Miller Heiman's 2013 Sales Best Practices Study; and Alex Salop, Director of Enterprise Marketing at Brainshark.

    Topics focus on the benefits of collaborative sales culture, including how high-performing firms:

    • Tap into corporate resources and leverage subject matter experts across their organization
    • Leverage technology to create a tactical advantage
    • Enable more effective sales conversations, and
    • Measure the momentum of an opportunity
  25. Implementing a Successful Coaching Program: Lessons from the Field

    Implementing a Successful Coaching Program: Lessons from the Field

    At some point, most sales forces try to implement a coaching methodology. These programs typically attempt to improve coaching conversations between managers and sellers, and to realize sustainable sales performance improvement. Many fail.

    So what could they have done differently to increase their odds of success?

    Join researcher and author Michelle Vazzana as she shares the failures, successes, and insights from three companies that recently implemented hugely successful sales coaching programs. Learn:

    • What they had tried in the past
    • What they did differently this time
    • The performance improvements they are realizing

    Implementing a successful sales coaching program can be a “game changer,” as one of these companies characterized it. But only if you get it right…