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

Webcast

Webcast • Sales Operations, Sales Performance Management

Sales Performance Management Series Webcast 5: Aligning HR and Sales with Effective Sales Targets

January 23, 2017

Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offer

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Sales Enablement

Case Study: Simplifying Sales Process with Workflows at Siemens

December 19, 2016

Using workflow automation to simplify selling effort and increase efficiency, Siemens realized improvements in customer satisfaction and well as productivity. Join us as Siemens shares there experience with sales workflows and details best practices for automating sales process.

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Webcast

Webcast • Sales Compensation, Sales Operations, Sales Performance Management

Sales Performance Management Series Webcast 4: Motivating the Right Behavior with Incentive Compensation

December 15, 2016

Every sales manager needs to strike the right balance between recognizing top performers and incentivizing strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, the

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics

PNC Bank Case Study: How a Single Dashboard Transformed Sales Management

December 14, 2016

PNC Bank's Lending Business Intelligence team radically reconfigured the management reports it provided sales leadership, streamlining insights into a single, powerful dashboard. In this webcast, they'll review three techniques critical to their efforts, and will demonstrate the Tablea

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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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Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Configure-Price-Quote

Enabling Advanced Pricing Analytics at United Rentals

December 06, 2016

United Rentals has 5000+ contractual agreements with its largest and most valuable customers. These agreements are primarily maintained by the sales team of 2000+ sales professionals who utilize Salesforce.com as the primary CRM platform. In addition to Salesforce.com the sales team is also he

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Webcast

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

Beyond the Numbers: Why You Shouldn't Ignore Salesperson Capability in Assigning Territories and Quotas

December 02, 2016

  Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a certain geography. While these are important, best practice firms also consider the performance capability of salespeople and their available capacity

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Webcast

Webcast • Sales Operations

Research Update: Refocusing Sales Operations

November 11, 2016

  Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales org

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management

Sales Performance Management Series Webinar 1: Account Segmentation and Scoring

November 08, 2016

We kickoff a five-part series on sales performance management fundamentals with a webcast on account segmentation and lead scoring by Rowan Tonkin from Anaplan and Tony Yeung from Zs Associates. This topic focuses on aligning sales coverage with marketing strategy, and touches on account

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Webcast

Webcast • Coaching, Leadership Development, Sales Operations

From Boss to Coach: Turning Great Sales Managers into Great Coaches

October 19, 2016

  Success in sales isn’t based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson’s internal drivers/barriers, much less have a meanin

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