Change management now represents a critical capability for sales operations departments, as sales forces grapple with increasing disruption and volatility. Sales compensation updates often accompany other organizational changes and represent an especially crucial element of any sales force-impacting change initiative. In this webcast, we examine how sales performance management (SPM)...Read more
The sales pipeline or funnel is a familiar concept in most organizations. It provides a framework for measuring and tracking sales opportunities through a series of gated stages, in a progression from leads to closed customers. Sales organizations use pipeline tracking to forecast future revenue streams, monitor salesperson activity, and...Read more
NielsenIQ is an industry leader in global measurement and data analytics, and a trusted source for retail and consumer intelligence. The firm serves retailers, manufacturers, and partners with the insights required to make critical decisions confidently, accelerate growth, and optimize performance. NielsenIQ's 30,000 employees operate in 100 markets, covering more than 90%...Read more
Call coaching – management guidance focused on improving how salespeople directly interact with buyers – can yield huge gains in overall sales effectiveness. Effective call coaching programs address essential skills and the activities that matter most for sales organizations. But few sales organizations do call coaching well. Some fail to...Read more

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