Resources

Sales staff need to have both analytical (left brain) and creative (right brain) skills. In this webinar, we'll discuss how you can streamline the sales process with rules-based guided selling, and how to respond to the complexities of ever-changing product configurations, regional currencies, customer-specific pricing, channel discount levels and contractual...Read more

Does building your pipeline, committing to a forecast, transferring accounts, or making pricing decisions ever feel like blindly throwing items at a dartboard? Answering 'yes' to that is more common than we all want to admit. The reality is all of these efforts are interconnected and they need to be...Read more

Today's buyers are independent, informed, and demanding. They no longer look to salespeople as information providers, but as sources of insight that can improve decision making. They want to be guided, and favor those sellers who help point the way. In this webcast, we examine the emerging characteristics of the...Read more

Sales Management Association’s research on sales operations competencies focuses on skillsets and abilities important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational staffing and recruitment practices are also...Read more

Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. This study examines sales onboarding practices in business-to-business firms. Research focus areas include: Onboarding program best practices Emerging trends and metrics in onboarding approaches Onboarding program impact on time-to-productivity for new hires Effective approaches...Read more

Decades ago, CRM's launch heralded a new era of technology enabled sales management. Its promised capabilities, at the time often oversold and under-realized, are now assumed in most organizations. Today's sales technology presents similarly transformative possibilities. However, with ever-changing trends in sales automation, sales performance, and now artificial intelligence, it's...Read more

Everyone knows that dynasties develop winning cultures, but do we really understand what that means? All organizations want to win, but true dynasties create cultural imperatives around the behaviors that produce winning results. This session explores the cultural differences that allow some sales organizations to consistently outperform their competitors. Resources...Read more

The technology to enable in-the-moment, situational coaching and learning has been available for a while. The messaging, content and skills training you need to serve up in that format? Not so much... until now. Just-in-time, situational coaching and learning is now a reality that will help your salespeople rise to...Read more