Resources

Join us with a panel of experts as we explore 2016 sales predictions: what will happen, who will be affected, and why potential changes may be important.

Our research shows that companies spent A LOT of time managing their sales pipelines -- several hours per sales rep, per month, in fact. Yet a minority of those same companies believe they are effective at the task. Inconsistent practices, poor quality deals, low close rates, little coaching -- Sound...Read more

  This study continues the Sales Management Association’s inquiry into sales operations’ practices, challenges, priorities, and emerging trends. This study is conducted to provide data and practice benchmarks for members of the association, many of whom are sales operations practitioners.    The term “sales operations” is used to describe a...Read more

Although sales coaching’s importance and impact is widely acknowledged, coaching initiatives remain poorly supported in most sales organizations. Time and resource intensive, management’s coaching focus is too easily diminished by competing priorities, inconsistent practice, and ineffective delivery. Organizations’ efforts to support coaching are therefore essential to maintaining managers’ coaching focus,...Read more

How do you satisfy a data-hungry fast-paced sales force, while maintaining accuracy and confidence? How do you efficiently provide sales leadership with high-level insights while also accommodating requests for customized inquiries, and quick drill-down capabilities? How can you best utilize the power of self-service reporting to provide actionable and accurate...Read more

As buyers demand more and better insights from supplier partners, the importance of content-based sales and marketing approaches has intensified. This webcast reveals emerging practices in sales organizations' use of content, and trends defining how effective organizations realize return on content investments. Based on Qvidian's first edition of the Content...Read more

Sales teams are learning to shape the sales process to follow the buyers journey. Along the way, many organizations realize their sales and marketing efforts are poorly aligned not only to buyers' expectations, but poorly aligned with one another. Exposing these gaps is the first step toward closing them. This...Read more

Sales forecasting should establish more than the number that represents the sales force's commitment. It should also deliver an inventory of known risks, contingent plans for course correction, a prioritized set of tactical objectives, and a road map of potential management coaching opportunities. Most firms realize few of these additional...Read more