Webcast

Webcast • Sales Technology, Selling Effectiveness

Research Update: Assessing Sales Tools

May 27, 2016

  Join us for our latest research insights on assessing sales tools. Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and n

Register to Read More of this article

Webcast

Webcast • Sales Operations, Selling Effectiveness, Sales Training

Enhancing Sales Operations’ Role as the Sales Force’s Change Agent

May 27, 2016

  Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations d

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Territory Management

Reassigning Sales Territories: A Change Will Do Your Sales Force Good

May 19, 2016

  Many sales forces grew large and successful with a “hands off” approach – one that might have included hiring good salespeople, putting them on commission plans, handing them a phone book and turning them lose. If they were good, they made lots of money. If not, they

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness

The Technology-Enabled Sales Coach

April 28, 2016

  Technology is transforming how sales organizations sell, but also how they’re managed. Among technology’s greatest potential management benefits relates to coaching salespeople – an activity under-prioritized and poorly supported in most firms.   This web

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness

Indecent Proposals: How Your Proposals Undermine Sales (and How to Fix Them)

April 21, 2016

  In many companies, proposals are not effective as they could be. In some, proposals may actually turn business away. For a variety of reasons, sales organizations often overlook the importance of well crafted, effectively presented proposals. As a result, a vital sales tool goes under

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness, Sales Training

Re-boarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

April 08, 2016

  Enlightened sales organizations invest in salesperson "onboarding" - a structured effort to speed new salespeople up the learning curve. As our recent research shows, successful onboarding dramatically impacts salesperson productivity and new hire success rates. A newl

Register to Read More of this article

Webcast

Webcast • Sales Operations, Selling Effectiveness

Solving Sales Operations Biggest Challenges in 2016

March 24, 2016

  Sales operations leaders play a crucial role in translating firm objectives into actionable sales force plans and programs and ultimately achieving sales growth. In fact, recent research from the SMA  shows that sales operations’ responsibilities are expanding, and that sale

Register to Read More of this article

Webcast

Webcast • Coaching, Analytics

Coaching Hacks for High Velocity Sales Organizations

March 14, 2016

  Salespeople often say they'd like more coaching from leadership. But faced with so many other priorities, sales management often puts coaching on the back burner – with costly ramifications. Inadequate coaching diminishes firm performance, salesperson job satisfaction, and sa

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness

Managing the Sales Organization through Mergers and Acquisitions

March 10, 2016

  M&A activity is running at all-time highs, surpassing 4.5 trillion dollars in 2015. Cheap financing and the need to grow quickly helped drive this trend. Yet more than half of these transactions fail to deliver on promised returns. Optimizing the combined sales organizations result

Register to Read More of this article

Webcast

Webcast • Selling Effectiveness

Research Update: Assessment of Sales Opportunities

March 01, 2016

  Join us for our latest research insights on Assessment of Sales Opportunities. This initiative investigates how accurate sales predictions are and what can be done to improve them. To best allocate resources and effort, sales management assesses opportunities in the pipeline. Bias can

Register to Read More of this article