Resources

A robust, data-driven approach to sales planning addresses sales capacity and headcount. This webcast explores capacity planning for sales organization, using best practice approaches and case examples. Topics include: Identifying risks and challenges to capacity Calibrating ramping assumption for new salespeople Anticipating salesperson attrition and understanding its impact on sales...Read more

Driving the top line isn’t sufficient for the best sales forces. They also focus on selling profitably – by pursuing the most valuable prospects, offering an optimal mix of products and services, and pricing strategically to maximize value. This workshop explores programmatic approaches for managing profitable sales growth through focused...Read more

Sales enablement platform provider Highspot's annual "State of Sales Enablement" survey examines how sales enablement is perceived, utilized, and creating value at companies of all sizes. In this webcast, Highspot offers our audience a special look at findings from this year's research. Findings will address: The business impact of formal...Read more

Constant change seems to be the sales organization's normal resting state. Customers, territories, salespeople, quotas, products, market conditions -- when any of these change, management must be able to adapt without compromising sales performance. In this webcast, we examine strategies for implementing a flexible approach to sales performance management capable...Read more

Employee attrition is costly for any firm function, but in sales it can jeopardize the firm's ability to make its number. In this webcast, we'll evaluate various models for quantifying salesperson attrition's impact and discuss how to select the best model for use in planning. Other topics include: Sensitivity analysis...Read more

Deal reviews give managers two valuable opportunities: one to get insight into sales pipeline, another to coach and develop salespeople. Effective managers capitalize on both, using reviews to help close specific deals, but also to make salespeople more effective over the long term. This web panel examines deal review best...Read more

The "service recovery paradox," a known effect in B2C sales is now a proven B2B phenomenon. Simply put, the Service Recovery Paradox says that it is possible to recover from a service failure or problem with a customer in a way that creates even greater customer loyalty and satisfaction than...Read more

Setting sales quotas is a tricky thing. Set quotas too high and salespeople lose motivation. Set them too low, and you may distort sales force performance and incentive expense. This webcast examines approaches for individualized sales quota setting, and includes these topics: How flexible templates can organize quotas by salesperson...Read more