"Sales transformation" initiatives often fail. They aim to increase revenue and margins - and involve investment in new selling programs, processes and methodologies - but too frequently see inadequate results. Why
For many, it's because analytics are poorly applied to change initiatives. This Sales Management Association webcast addresses the role of analytics in successful sales transformation, and features ideas from four thought leaders in an interactive panel format.
Topics include:
- Identifying obstacles to successful sales transformation.
- Ensuring transformation has a significant, measurable impact.
- Analytics' critical role in sales transformation success.
- The importance of emphasizing changes in sales behavior.
- Calibrating sales process design to support new sales strategy.
- Adapting performance metrics to address both sales force output and behavioral change.
- Using analytics to identify the most critical performance gaps that impede sales effectiveness.
Panelists include:
Bob Nicols, CEO, AXIOM Sales Force Development, author The Journey to Sales Transformation
Kimberly Senior, Executive Director, Professional People Development, AT&T
Jon Bock, Director of Product Marketing, Cloud9 Analytics
Josh Kuss, Manager, Commercial Analytics, Illumina
