Webcast

Webcast • Strategy & Planning, Leadership Development

Building a Better Sales Manager

June 14, 2016

  Upgrading the sales force? Your first stop should be first-line sales managers. No single role in the firm has a bigger impact on sales performance. Join us for an expert web panel exploring how firms are meeting manager development challenges. Panelists will also address audience-subm

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Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness

13 “Must Know” Management Approaches for Sales Leaders

June 03, 2016

  Talent, compensation, CRM, enablement- there are many priorities competing for the attention of today’s sales leader. Join us to take a look at 13 key dimensions of a sales ecosystem, and how to prioritize when they all seem important to a successful sales transformation.  O

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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

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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 departmen

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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 starved

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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 webcast explores mult

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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 optimize

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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 newly emergin

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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

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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

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