Sales organizations make many investments in performance improvement, in things like training, incentives, or technology. What’s often missing is an integrated understanding of how these investments, and the array of management decisions that accompany them, fit together to produce results. An integrated framework gives managers an essential tool for organizing decisions, allocating resources, communicating priorities, and assessing effectiveness.
In this webcast we explore what such a framework looks like, how to develop one, and why every sales force (and manager) needs one tailored to their own organization.
Topics include
- What is a sales force effectiveness model?
- A review of third-party sales force effectiveness models.
- The elements of a sales force effectiveness model.
- Guidance on the essential elements a model should include, from productivity drivers and enabling capabilities to the outcomes and measures that connect them.
- How leading firms put their models to work in prioritizing initiatives, allocating resources, diagnosing performance, and aligning leadership around a common view of sales productivity.
This webcast is intended for sales operations, sales effectiveness, revenue operations, enablement, and commercial leaders, along with any executive responsible for improving sales force productivity, who want a more coherent, defensible basis for their sales effectiveness investments.
