Displaying articles, webcast archives, and management tools for the category "Strategy & Planning". Click here to see upcoming events for this category.

Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Empowering the Sales Organization with Analytics - Last In a Three Part Sales Planning Series

December 13, 2017

  Sales leaders often have more data than they know what to do with. This webcast helps sales leaders sort out the metrics that matter most to driving sales force performance. The last in our three part sales planning series, this session features approaches to coordinating key performan

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Implementing Incentive Compensation Changes - Part Two of a Three Part Sales Planning Series

December 01, 2017

  Though not all firms radically redesign incentive compensation plans each year, many make changes intended to drive significant behavior changes and shifts in sales force focus. This session, the second in a three part series on sales planning, details how to ensure incentive compensat

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Sales Forecasting Fundamentals - Part One of a Three Part Sales Planning Series

November 20, 2017

  Many sales effectiveness leaders prepare new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and is the first of a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensu

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Webcast

Webcast • Strategy & Planning, Sales Process Management

Developing Revenue Growth Initiatives

September 14, 2017

  Organizations usually look to increase revenue, but often lack clear action plans for achieving their growth objectives. This webcast examines three sources of revenue growth – acquisitive growth, market growth, and organic revenue growth – while suggesting analysis techniq

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Webcast

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 • Strategy & Planning, Sales Technology, Sales Operations, Analytics

Forecast Accuracy: Five Best Practices in Sales Analytics and Planning

April 10, 2017

   Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations’ most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by

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Webcast

Webcast • Strategy & Planning, Sales Operations, First Line Sales Management

Research Update: Sales Force Attitudes Towards Forecasting

March 30, 2017

Our recent research reveals surprising differences in how sales managers and salespeople view forecasting. In this web-based video panel, we explore what these differences and their impact on forecasting effectiveness. Join two practitioners and Vantage Point Performance’s Jason Jordan f

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Webcast

Webcast • Strategy & Planning, Sales Process Management, Sales Enablement

Scaling Account-Based Selling

February 27, 2017

Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel, and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology and anemerging discipli

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Webcast

Webcast • Strategy & Planning, Sales Performance Management

Improving Sales Growth With Cross-Selling and Up-Selling

December 15, 2016

Improving cross-selling and up-selling existing customers can dramatically impact overall sales growth, and represents highly actionable and profitable opportunity for most sales forces. This webcast explores how aligning sales efforts with customer success can improve cross-selling and up-sel

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Webcast

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

Harnessing Sales Data to Drive Revenue

December 09, 2016

Learn how Tableau uses data to create a culture of accountability and foster a data-driven sales organization that routinely hits targets. Watch sales representatives explain what data drives their behaviors and even see the dashboards that they use most. Learn how to leverage data visualizati

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