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

Webcast

Webcast • Sales Operations, Sales Performance Management

Sales Operations’ Impact on Sales Talent Management

October 06, 2017

  Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement. This

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Supercharge Sales Performance with Data

September 29, 2017

We want actionable information, not data challenges. In the age of big data how can sales leaders avoid being caught up in information overload? Having access to so much information can sometimes feel as if we’re swimming in it. As a sales leader, you want to make the most educated decision

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Webcast

Webcast • Sales Performance Management

Research Brief: Sales Performance Management Priorities

August 08, 2017

This research examines sales organizations’ sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecasting, territ

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Webcast

Webcast • Sales Technology, Sales Compensation, Sales Operations, Sales Performance Management

Research Update: Sales Performance Management Priorities

August 04, 2017

  Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota as

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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 • Sales Operations, Analytics, Sales Performance Management

Setting Sales Up for Success to Meet Quota

June 06, 2017

  According to a recent study from Sales Management Association, " organizations consider less than one out of five new sales hires added over the past 24 months to be successful." If you are a sales leader, meeting quota may seem daunting. As we rapidly approach the middl

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Research Update: Sales Analytics Capabilities

April 20, 2017

This webcast summarizes findings from recently concluded Sales Management Association research on sales organization’s analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales manage

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance

March 16, 2017

Sales coaching is widely acknowledged as a high value productivity investment, a view reinforced by Sales Management Association research. Yet few sales forces have impactful coaching programs due in part to the challenges of effectively allocated management’s limited coaching bandwidth.

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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, Analytics, Sales Performance Management

The Future of Pipeline Generation

January 13, 2017

With a strong enough pipeline, sales teams can consistently hit their numbers. Where should sales leaders invest to ensure a healthy and sustainable pipeline? In this webcast, we help make sense of the dizzying array of pipeline investment alternatives, such as sales development roles, sales c

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