Webcast

Webcast • Coaching, Recruiting & Selection, Selling Effectiveness

How Excellent Sales Competency Models Make Excellent Sales Forces

July 18, 2013

Sales teams today contend with increasingly sophisticated buyers and intense competition. They must engage with their customers in more sophisticated ways to create and prove their value. Salespeople need more than the traditional relationship-building and closing skills - business acumen, sharp

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Webcast

Webcast • Sales Technology, Selling Effectiveness, Sales Enablement, Mobility

What's on Your iPad?

June 27, 2012

Showcasing Sales Management's Favorite iPad Apps

According to recent Sales Management Association research, sales organizations are poised for a tidal wave of tablet PC adoption. Though only 40% of salespeople are currently equipped with tablets, 70% of executives in sales organizations using tablets are already realizing ROI, and more than 90%

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Webcast

Webcast • Strategy & Planning

Aligning Strategy and Sales

August 20, 2014

  The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on

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Webcast

Webcast • Strategy & Planning, Leadership Development, First Line Sales Management, Sales Training

Six Emerging Trends in Sales Force Effectiveness for Sales Managers

February 24, 2013

The past few years have unlocked unprecedented innovation in the areas of sales force effectiveness. More than ever, sales managers have tools at their disposal to help them improve the productivity and success of their sales teams. In this webcast, we discuss six emerging trends that could be th

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Webcast

Webcast • Coaching, Sales Force Roles, Leadership Development, First Line Sales Management

Sales Manager Coach Thyself: The Development Strategy That Dooms Sales Forces to Fail

August 20, 2012

In recent years, the front-line sales manager has come into focus as a key point of leverage in the sales force. In particular, organizations are trying to improve their sales managers’ ability to coach their reps to higher performance. But what about sales managers themselves - who is coac

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management

The Importance of Key Performance Indicators in Sales Performance Management

July 24, 2012

Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield

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Webcast

Webcast • Sales Meetings

Research Update: Annual Sales Meetings – Best Practices in Preparation and Planning

May 07, 2013

For the sales organization, the annual sales meeting can be invaluable for communicating strategic priorities and setting the tone for yearly expectations. This Sales Management Association Research Update examines findings from a recently concluded Research Initiative on examining how large orga

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Webcast

Webcast • Strategy & Planning, Leadership Development, Sales Transformation

Transforming the Sales Organization: Change Framework and Case Study

November 13, 2012

Sales transformation is not about tweaking your sales comp plans or having a one-day offsite workshop to review your sales objectives. If transformation were that simple, wouldn’t all under-performing sales organizations be transformed by now? Wouldn’t every sales team exceed its targ

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Webcast

Webcast • Sales Compensation, Channel Management

Compensating Sales Channels

June 07, 2011

Online Experts' Exchange

Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new prioriti

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Webcast

Webcast • Sales Operations

Case Study: Pfizer's Sales Operations

May 12, 2010

Driving Strategic Change through the Sales Operations Function

The Sales Operations function is uniquely positioned to drive adaptive change within the organizations they support. With its access to critical data, Sales Ops enables informed decision making and contingency planning; with its close links to field resources, Sales Ops can also drive fast a

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