Webcast • Sales Operations
Solving the Puzzle of Territory DesignMay 16, 2012
New research shows that few companies are focusing on sales territory optimization. Yet intelligent territory design yields substantial productivity improvements - as much as 10% in a single year - to those firms who embrace it. Optimizing account assignments, territory design, and sales resource
Webcast • Sales Technology, Sales Operations
The iPad's Impact on the Sales ForceMay 06, 2012
iPads are portable, compelling, and cost-effective, and they are having no small impact on the sales organization. More powerful than smart phones, and more mobile than laptops, iPads have an additional benefit uniquely suited to sales: they are consummately social devices. That is, they offer an
Webcast • Strategy & Planning, Coaching for Performance
DePaul Center for Sales Leadership Research Update: What Drives Superior Sales Performance?April 13, 2012
Dave Hoffmeister, Executive in Residence at the DePaul Center for Sales Leadership, provides a research briefing on the important characteristics of high performance sales organizations recently identified in the Center's biennial Sales Effectiveness Survey. Conducted over a six-month period
Webcast •
Sales Strategies for Conquering the CompetitionApril 05, 2012
Increased competition is among the toughest challenges facing sales organizations today. As pricing pressure mounts and customer budgets shrink, sales leaders must bring a new level of innovation to their efforts to beat the competition. In this webinar, AchieveGlobal’s Greg McDonald a
Webcast • Strategy & Planning
Fifth Third Bancorp: How to Execute a Customer Focused Sales StrategyMarch 22, 2012
Is your sales team prepared to execute on your 2012 strategy? Strategy execution across a large sales organization requires tight alignment across six dimensions, including: Strategy: Linking sales strategy to business strategy, and Talent: Equipping sales leaders and professionals
Webcast • Sales Process Management, Sales Operations
Building Sales Playbooks: Practitioner Case Study and Best PracticesMarch 01, 2012
Sports teams use playbooks to organize the complex set of activities needed to execute a game plan, providing a practical instruction guide for coaches and players alike. Now sales managers are adopting the “playbook” concept for constructing sales process guides. They’re findin
Webcast • Sales Compensation, Sales Operations
Making Sense of Sales TerritoriesFebruary 23, 2012
New Approaches to Sales Territory Management
Managing sales territories and administering sales crediting rules are increasingly complex propositions for sales operations departments. Tracking sales by segment, channel, product, and sales job frequently means assigning credit for one sale to multiple sellers – sometimes a dozen or mor
Webcast •
Pipeline Anxiety: Size Matters, Right?February 16, 2012
Your pipeline is big – really big. So big, you seem to mention it every chance you get: sales meetings, board meetings, customer presentations, cocktail parties, plant tours. In fact, you have a hard time shutting up about your big pipeline. And who can blame you? If given a choice, any sal
Webcast • Sales Process Management, Sales Technology
The Impact of Quoting AutomationFebruary 09, 2012
Enabling the Sales Force, Optimizing Profits, and Improving Customer Engagement
Sales forces often stumble in providing proposals to customers. Offerings are increasingly complicated, and customers more apt to demand customized solutions; as a result, getting approved, accurate proposals in customers’ hands represents a real challenge to many firms. Many are addressing
Webcast • Coaching for Performance, Leadership Development
Management By Riding Around: Conducting Ride-Alongs with SalespeopleJanuary 27, 2012
What’s the first thing a sales effectiveness consultant (worth their salt) will build into a proposal? Ride-alongs with your sales organization. The reason is simple: direct observation can tell you almost everything you need to know about a salesperson’s effectiveness. Ride shotgun e
