Resources

  Aligning the sales and marketing function is a long-standing challenge. But it’s taken on greater urgency of late, as disruptive technology has changed what buyers expect from salespeople. In response, firms are re-thinking how best to sell and market, even restructuring responsibilities between sales and marketing departments, and implementing...Read more

  You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales productivity and threaten results. These can include...Read more

  Lots of companies consider sales coaching a priority – but few invest in it. Most sales managers consider themselves coaches – but few find time to truly coach salespeople. Why do these disparities persist, and what are their root causes? This webcast examines the real reasons managers don’t coach....Read more

  There is no status quo in sales, only constant evolution. Too often, the speed of change facing sales leaders forces them to make decisions without data - or worse, with data that isn't trusted. What's needed are data gathering and reporting platforms that keep pace with business changes, and...Read more

Many firms consider sales coaching important, but remain unsatisfied with their coaching model. In fact, basic approaches to sales coaching have often been in place for decades, despite their lackluster impact. Management training reinforces poor-performing coaching approaches, guaranteeing the same poor outcomes. Breaking this cycle of failure must start with...Read more

We all agree that sales and marketing alignment is critical. Companies that have the two teams working together reap the rewards. But the "lead-to-money" process isn't fully optimized without integrating Finance’s involvement. This webcast outlines how an optimized lead-to-money processes combines the coordinated involvement of the Sales, Sales Operations, Marketing,...Read more

  Effective sales plans require a wide-ranging set of inputs: performance targets, segmentation strategy, territory and quota assignments, expense projections, incentive compensation approaches, and more. Bulletproof plans distinguish sales organizations that execute flawlessly from those with poor direction and underwhelming results. What makes a great sales plan? This webcast examines...Read more

Does your organization have a clearly articulated strategy around Sales Performance Management? If not, you probably should -- research shows that companies that invest in sales performance management have a higher percentage of reps that make quota, lower sales turnover, shorter sales cycles, and faster revenue growth. This webinar is...Read more