Webcast

Webcast • Strategy & Planning, Leadership Development, Sales Transformation

Four Characteristics of a Sales Dynasty

January 19, 2018

  Dynasties consistently outperform their peers. Unfortunately, many sales organizations find themselves conflicted by their need to deliver near-term results and their desire to build a sustainable sales engine. Learn how to achieve both these objectives simultaneously in this web sessi

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Webcast

Webcast • Sales Process Management

Reducing Stalled Opportunities in the Sales Pipeline

January 16, 2018

  Sales opportunities stalled due to “no decision” wreak havoc on growth-focused sales forces. Over time, these stalled opportunities pile up, obscuring more actionable opportunities. Eventually, management finds these "sclerotic" pipelines of little use at all.

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Empowering the Sales Organization with Analytics - Last In a Three Part Sales Planning Series

December 13, 2017

  Sales leaders often have more data than they know what to do with. This webcast helps sales leaders sort out the metrics that matter most to driving sales force performance. The last in our three part sales planning series, this session features approaches to coordinating key performan

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Enablement

Building a Sales Enablement Charter for 2018: Lessons from HubSpot

December 11, 2017

  Running headlong into the world of sales enablement? You’re not alone. According to new research from CSO Insights, 59% of organizations surveyed now have a dedicated sales enablement function, a YOY increase of more than 26%. Another 8.5% cited plans to add this function in the

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Implementing Incentive Compensation Changes - Part Two of a Three Part Sales Planning Series

December 01, 2017

  Though not all firms radically redesign incentive compensation plans each year, many make changes intended to drive significant behavior changes and shifts in sales force focus. This session, the second in a three part series on sales planning, details how to ensure incentive compensat

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Sales Forecasting Fundamentals - Part One of a Three Part Sales Planning Series

November 20, 2017

  Many sales effectiveness leaders prepare new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and is the first of a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensu

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Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness

Four Ways to Improve Sales Force Selling Time

November 06, 2017

  Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approac

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Webcast

Webcast • Sales Technology, Sales Operations

How Will AI Change the Sales Force?

October 30, 2017

  The buzz surrounding artificial intelligence (AI) and its potential impact on sales organizations includes predictions of massive job losses and obsolescence for traditional sales roles. Are these claims over-hyping AI’s potential, or do they reflect the inevitable consequence of

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Webcast

Webcast • Coaching, Sales Training

Why Your Sales Onboarding Process Is Broken & How to Fix It

October 25, 2017

  Many of us are familiar with the “10,000 Hours” rule popularized by Malcolm Gladwell in his book, Outliers. The theory goes that for anyone to reach the “tipping point” of greatness, they must study or practice a specific skill for 10,000 hours. In the years sin

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Webcast

Webcast • Sales Operations, Sales Performance Management

Sales Operations’ Impact on Sales Talent Management

October 06, 2017

  Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement. This

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