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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.
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:
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:
Presented by Maneesh Gupta, Managing Partner at Spectrum Technologies and Brian Thompson, Vice President, Product Management at Iconixx.
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.
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.
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:
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.
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:
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.
Presented by OpenSymmetry's Iffat Mushtaq, Senior Director, Global Strategy Services.
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:
“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:
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.
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:
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.
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.
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:
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:
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.
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.
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:
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:
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.
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.
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.
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:
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…