Two sales effectiveness leaders discuss how they're addressing key priorities in their organization. Intended as a "practitioner roundtable," our panel also responds to issues submitted by the webcast audience. Topics addressed include mobile enablement, ensuring report quality, soliciting feedback from Sales Operations' internal customers, integrating advanced analytics, and strategies for...Read more

The Effects of Facial Attractiveness and Gender on Customer Evaluations During a Web-video Sales Encounter 
26 March 2013
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The use of virtual environments as a support platform for demonstrating products and providing after-sales advice is today relatively commonplace. The Web-video interface represents a fundamental shift away from traditional selling atmospherics where the facial appearance of sales personnel replaces many traditional dimensions of service quality. Although salesperson attractiveness has previously been studied...Read more

Returning to Growth: Eliminating Bad Sales Management Habits 
8 March 2013
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The recent economic downturn hurt more than sales performance – it allowed potentially destructive management practices to gain a foothold in many organizations. Hyper-vigilant forecasting, constant reporting, and increased spans of control are some of the sales management approaches borne of necessity in crisis, but which foster dysfunction during recovery....Read more

Four Steps to Creating an Effective Sales Dashboard 
5 March 2013
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Sales executives deal with a daily barrage of data - forecast numbers, pipeline velocity, lead volume, territory effectiveness, win/loss reports. The biggest challenge is figuring out how to consume the data and translate it into better decision-making. How is this accomplished? The answer for an ever-increasing number of successful professionals...Read more

Sales Planning and Strategy: Optimizing Resources, Tactics, and Outcomes 
5 March 2013
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Recent surveys of sales, sales operations, and executive leaders found that optimizing “sales strategy” is expected to have the greatest impact on sales force productivity. (Greater than improving pipeline management, quota setting, sales compensation, or sales training.) Given it’s perceived importance, you’d think most companies would be good at sales...Read more

Six Emerging Trends in Sales Force Effectiveness for Sales Managers 
24 February 2013
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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 the source...Read more
By applying data analytics, sales organizations can increase effectiveness through greater coverage, better-aligned territories, and more timely interventions with at-risk sales people. But few organizations make the best use of data often readily available to management. This webcast describes how sales organizations can get the most out of performance data,...Read more

Game On! Why Top Sales Teams Will Coach and Gamify in 2013 
31 January 2013
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Cash incentives alone are not sufficient to drive sales force adoption of critical behaviors, tools, and training. Leading sales organizations are turning to "gamification" - the integration of game dynamics – to enhance coaching plans and foster salesperson engagement, and create a culture of constructive competition. Gamification is changing how...Read more