Webcast

Webcast • Sales Performance Management

Sales 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

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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 Performance Management

Transforming 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.

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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 Technology, Sales Performance Management

Sales Performance Management Series Webcast 2: Transitioning From Spreadsheet-Based Territory Management and Sales Capacity Plan

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

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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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Webcast

Webcast • Coaching, Selling Effectiveness, Sales Training

Research Update: Investment in Salesperson Skill Development

October 13, 2016

  Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their sale

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Webcast

Webcast • Strategy & Planning, Sales Process Management, Coaching

Building the Sales Force’s Digital Playbook

September 29, 2016

  With a digital sales playbook, salespeople can easily find the right messaging and content, in context, right when they need it. In this session we provided a framework on how to take your existing sales messaging and content, link it to each sales process stage, and ensure its effecti

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