Displaying articles, webcast archives, and management tools for the category "Sales Performance Management". Click here to see upcoming events for this category.
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.
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
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
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
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
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
Webcast • Sales Performance ManagementSales Performance Management Series Webcast 3: Creating a Comprehensive Approach to Sales Forecasting
December 07, 2016
Our five-part sales performance management series continues with a webcast on sales forecasting. Sales forecasting is an essential sales planning activity, but is too often characterized by guesswork, gamesmanship, and missed targets. This webinar focuses on ways sales leaders can drive transp
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
Webcast • Sales Performance ManagementTransforming Your Mid-Tier Sales Team into Top Performers
November 18, 2016
According to recent studies, ROI in training quadruples from 22% to 88% when reinforced with in-field coaching. Yet, 50% of reps are stuck in the middle, never graduating to top level performers.
November 10, 2016
Our five-part sales performance management fundamentals series continues with a session on sales territory planning. Planning sales territories is, in theory, simple: put the right salespeople on the right accounts with the right targets. In practice, however, it requires consolidating