Search titles, key words and topics
Categories
Type
Many sales leaders emphasize repeatable, consistent processes as the basis of sales organization productivity. But in so doing, they also may undermine an attribute important to the sales organization’s success: agility. This webcast presents research that suggests a single-methodology emphasis in sales process is counter productive, and offers in its...Read more
Join us for our first look at recently concluded research from the Sales Management Association. This research examines the extent to which firms are embracing “sales enablement,” and the impact of its adoption on the sales organization. Sales enablement describes an emerging set of practices related to salesperson development, guidance,...Read more
Driving the top line isn’t sufficient for the best sales forces, who also focus on selling profitably, by optimizing the opportunities they pursue, the mix of products and services they offer, and the pricing strategies they deploy. In this half-day workshop, we explore programmatic approaches for maximizing profitable sales growth...Read more
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
Once a firm establishes the sales organization’s strategy and performance objectives, aligning incentive compensation plans to these objectives is a critical next step. This webcast covers the tactical considerations of sales incentive compensation plan design, including selecting the most effective performance measures, determining performance targets, establishing accountability for the plans’...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
Technology has already reshaped how companies manage sales forces. Now many experts predict that artificial intelligence (AI) will deliver transformational improvements in decision making quality, conferring to those firms who effectively apply AI significant advantages over their peers. This webcast examines what AI realistically means for sales performance management (SPM),...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

OpenSymmetry

12 March 2019

OpenSymmetry is a global consulting company that specializes in the planning, implementation and management of sales performance management (SPM) solutions supported by the industry’s leading technology suppliers. Since 2004, OpenSymmetry has enabled its customers, ranging in size and industry, to achieve greater operational efficiency and get better sales results. With...Read more

NICE

3 March 2019

NICE (Nasdaq: NICE) is the world’s leading provider of both cloud and on-premises enterprise software solutions that empower organizations to make smarter decisions based on advanced analytics of structured and unstructured data. Over 25,000 organizations in more than 150 countries, including over 85 of the Fortune 100 companies, are using...Read more
Most organizations face sales compensation challenges such as overpayments, underpayments, and recurring disputes. Many assume the problem lies with inefficient compensation plans and calculation errors. But a review of decades' worth of sales compensation administration experiences reveals an altogether different root cause for such errors: poor data quality, and inefficient...Read more

Conga

25 February 2019

Conga is about creating and leading today’s intelligent, modern business through digital transformation. No matter the industry, technology is essential to delivering a great experience for customers, partners, and even employees. Conga technologies enable businesses of every size, across all industries around the world, to digitize the documents and contracts...Read more
Forecasting sales performance is fraught with risk, and many sales organizations fail to anticipate changes that undermine success. Among these is the risk associated with salesperson turnover. In this webcast we examine staffing, hiring, and attrition variables that contribute to sales force capacity, and detail how to best model these...Read more

Lucidchart

2 February 2019

Lucidchart is the essential visual productivity platform that enables sales orgs to deliver clarity at every stage of the sales cycle. With this intuitive, cloud-based solution, sales teams can work visually and collaborate in real time while building account maps, proposals, sales process flows, and more. Lucidchart is utilized in...Read more
Assign too little potential to salespeople and they'll starve, but too much assigned potential leaves some opportunities unaddressed. Balancing potential across sales territories helps make quotas achievable for all salespeople and maximizes the firm's sales capacity and productivity. This webcast considers territory optimization approaches, including: Utilizing what-if scenario analysis to...Read more
Fundamentals of Sales Territory Optimization and Management Well designed and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have a host of other benefits to sales forces. This course reviews territory management...Read more
Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management’s efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization’s...Read more
Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management's efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization's...Read more
Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management's efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization's...Read more
Business-to-business sales forces confront a "customer experience gap" born from the suddenly widening distance between buyers' expectations and experiences. B2B buyers now want two things they're accustomed to from consumer experiences, but that most B2B suppliers can't do simultaneously: accurate, on-demand answers addressing their unique issues, and interactions across a...Read more
This post is part two of a three-part series. In our last blog, we revealed many of the snarly situational factors that get in the way of coaching. The good news is that coaching obstacles are not insurmountable, and there are ways to improve sales performance in a meaningful, sustainable...Read more
This post is part one of a three-part series. Recent research by Vantage Point and the Sales Management Association indicates that sales coaching is perceived by sales leaders to be the most important competency for sales manager training. And we agree! We believe strongly enough in this notion that we...Read more
For many managers, aligning the sales force around a consistently practiced sales methodology is a top priority, and a notoriously difficult implementation challenge. Surprising new research suggests that it may also be a fool’s errand. Modern sales forces require more agile salespeople, adaptable to varied buying preferences and fast-changing customers....Read more
GE Healthcare is the $19 billion healthcare business of GE (NYSE: GE). As a leading provider of medical imaging, monitoring, biomanufacturing, and cell and gene therapy technologies, GE Healthcare enables precision health in diagnostics, therapeutics and monitoring through intelligent devices, data analytics, applications and services. With over 100 years of...Read more
Sales organizations struggle to quantify sales training’s impact. As a result, learning investments are often the first area cut in a downturn, and the most difficult to secure budget for. New Sales Management Association research suggests how increased training investments can enhance sales force engagement, retention, and onboarding effectiveness in...Read more
Sales planning can feel like conducting a symphony — it requires coordination, precise timing, and the integration of disparate parts into a harmonious whole. When done effectively, sales planning allows sales forces to mobilize effort at all levels of the organization and execute complex strategies. This session examines the essential...Read more
Latin American markets, among the world’s fastest growing, present distinct deployment challenges to sales organizations. This session highlights key characteristics of Latin America markets, among the fastest growing in the world, and comprising 55 million consumers in the US alone. The session focuses on successful approaches to managing salespeople focused...Read more
Sales onboarding represents a large, immediate, and under realized improvement opportunity for most sales organizations, recent Sales Management Association research has found. Modest improvements in onboarding capability reduce ramp time, increase new hire success rates, and allow managers to more confidently upgrade underperforming incumbent tales talent. In this panel we...Read more
Productive sales organizations are retooling their learning and content distribution investments around an emerging discipline called sales enablement. This session features an overview of recently concluded Sales Management Association research on sales enablement practices, and a case study from a leading sales organization that made sales enablement the centerpiece of...Read more
After joining forces with Merial in 2017, Boehringer Ingelheim’s Animal Health sales organization doubled in size, combining a diverse set of animal health products, customers, and sales resources on a global scale. This presentation highlights the key elements of BI’s ongoing integration in the US, including its efforts to retool...Read more
Sales enablement initiatives are often plagued with failure due to unclear objectives, misaligned stakeholders, or poor communication. These failures compromise the sales organization’s overall effectiveness, as sales enablement is crucial to meeting sales growth objectives. This session details a model for ensuring the sustainable success of sales enablement initiatives and...Read more
The explosion of web based buying alternatives is ratcheting up channel conflict for many sales organizations. Channel conflict can quickly erode the sales force’s carefully crafted value propositions, while undermining profitable revenue growth. Worse yet, unauthorized resellers’ activities can destroy brand equity and firm reputation — generating disaffected customers and...Read more

Showpad

26 September 2018

Showpad is the leading sales enablement platform for the modern seller. Showpad’s all-in-one platform empowers sales and marketing teams to engage buyers through industry-leading training and coaching software and innovative content and engagement solutions. Using the most comprehensive data on successful sales interactions, Showpad fuels Artificial Intelligence to discover, replicate...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
This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as “sales enablement”. Key topics encompassed in the research include identifying management priorities and...Read more
Gain first-hand knowledge into industry trends in sales compensation for planning and administration, based on recent survey results and 13 years of Xactly's live aggregated data. Learn the top challenges faced by compensation administration professionals, how to rate the effectiveness of your sales compensation administration process, and most important, tips...Read more
Sales organizations expend considerable effort in establishing agreements. These aren’t just limited to commercial contracts, but span a broad range of other agreements, both external and internally focused, such as non-disclosure agreements, pricing exceptions, license agreements, memoranda of understanding, statements of work, and many others. The practices, processes, and tools...Read more
Sales organizations expend considerable effort in establishing agreements. These aren't just limited to commercial contracts, but span a broad range of other agreements, both external and internally focused, such as non-disclosure agreements, pricing exceptions, license agreements, memoranda of understanding, statements of work, and many others. The practices, processes, and tools...Read more
Sales organizations expend considerable effort in establishing agreements. These aren’t just limited to commercial contracts, but span a broad range of other agreements, both external and internally focused, such as non-disclosure agreements, pricing exceptions, license agreements, memoranda of understanding, statements of work, and many others. The practices, processes, and tools...Read more

Adaptive Insights

10 September 2018

At Adaptive Insights, a Workday company, we’re powering a new generation of business planning. We recognize that in business, everybody plans, but traditional planning is too hard and too slow for today’s agile businesses. So, we invented the Adaptive Insights Business Planning Cloud, which enables more than 4,000 organizations around...Read more
Sales organizations spend lots of effort securing agreements - and not just customer contracts, but many other agreements such as pricing exceptions, license agreements, memoranda of understanding, non disclosure agreements, statements of work, and many others. The practices, processes, and tools sales forces use to communicate and formalize agreement -...Read more
Sales organizations are change-intensive environments. They hire, fire, train, assess, retool, restructure, and even recast the fundamental strategies with which they approach their buyers. This puts an enormous burden on sales leaders to understand the disruptive factors driving such changes, so they can successfully navigate the stormy environment. Join Vantage...Read more
Many new technologies, even valuable ones, arrive in the world with more hype than substance. Over time, their value is revealed as applications proliferate and adoption ramps. But until then, it can be difficult to parse what’s truly impactful from what is simply noise. In this regard, blockchain is no...Read more
This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as “sales enablement”. Key topics encompassed in the research include identifying management priorities and...Read more
High-performing sales forces operate differently today than even just a few years ago. Their management and enablement leaders are focused on four activities that differentiate them from their peers. Join us for a webcast which explores how modern sales leaders: Help salespeople have consultative, hyper-personalized buyer engagements Coach salespeople to...Read more
Web-based buying alternatives are ratcheting up channel conflict for many sales organizations. Warring channels erode the sales force’s carefully crafted value propositions, and undermining sales strategy and growth prospects in all aspects of the business. Technology businesses, often heavily reliant on indirect sales and distribution channels, are especially vulnerable. In...Read more
Join us for an exclusive first look at our research on sales enablement practices, focusing on technology supported sales force learning and content distribution initiatives. The research examines management priorities for salesperson learning and development, and how firms assign accountability for these initiatives among various firm functions (including sales management,...Read more
Technology can automate routine tasks or data analysis well. But technology alone isn’t so great at acting on those findings. Harvard Business Review recently discussed skills that aren’t automatable anytime soon. One thing I noticed when looking over this list is that all seven of these skills are characteristic of...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
Today’s buyers have information readily available making them independent, informed, and demanding. They now look to salespeople as sources of insight, rather than information. Highspot’s director of marketing, Shawnna Sumaoang, provides a first look at what you will learn at our webcast 26 July, Winning Over the Modern Buyer. How...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
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
The disparity between the amount of time the average sales manager will dedicate to preparing for a customer meeting and the effort spent preparing for candidate interviews is amazing. Let’s assume a big sale is worth $250,000 to your company, and that on average a sales rep at quota is...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
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
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
Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. In recent research, we examine salesperson onboarding practices in business-to-business firms. The research focuses on emerging trends and metrics in onboarding approaches, onboarding program impact on time-to-productivity for new hires, and effective approaches for...Read more
This webcast features our first look at findings from research on sales operations competencies. The research identifies professional competencies 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...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
Whether it’s your online shopping cart or your refrigerator, everything you interact with these days is capturing as much data as it can. Sales operations should be no different; after all, there’s plenty of internal and external data out there to gather, and practically no end to its usefulness. But...Read more
The MHA Mind the Workplace study found 33% of respondents had missed work due to some form of workplace stress. That’s a sizable and troubling figure. If you work in a fast scaling business – your team will go through periods of stress at some point. Stress is a part...Read more
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. This PowerPoint presentation includes all analyses,...Read more
This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more
The high stakes environment of the sales industry is the reason a lot of people choose to pursue a career in sales. As any salesperson will tell you, there’s nothing quite like the buzz of successfully closing a sale. Working in sales can be a hugely fulfilling and rewarding career,...Read more
Sales territory management presents distinct challenges for many different organizations. This webcast explores industry best practices on how to strategically align and manage your territories. Topics include: Unique aspects of sales territory alignment across multiple industries Infusing territory alignment approaches with data: inputs you need for a successful planning process...Read more
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. This comprehensive report features all findings,...Read more
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. This Research Brief, an abridged version...Read more
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.
This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more
This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more
This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more
Here at x.ai, we make an AI that automatically schedules meetings for you. As you can imagine, we’re popular with salespeople. However, sometimes the early adopters–the first to embrace a new sales technology–need a little help getting the rest of their team on board. Why? Human beings are creatures of...Read more
How do dynasties know when they are, and are not, on the right path? They measure everything, especially things their competitors don't measure. In this session we will distinguish between the typical sales metrics and the unique set of data exceptional sales teams will be using to drive dramatically better...Read more
Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of...Read more
Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research...Read more
Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research...Read more
Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research...Read more
Coaching is the most important job a manager has, yet so many sales managers fail to properly execute coaching conversations. Why are so many sales managers lacking this critical skill? It is a common practice to promote sales professionals to the role of sales manager based on the individual’s success...Read more
Join us for a webcast of our latest research findings on optimizing sales territory design. Featuring input from more than 100 business-to-business sales organizations, this research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. Research findings quantify...Read more
To be effective, sales organizations must be aligned with company strategy and market demands. Join Goizueta Business School’s Professor of Marketing Sandy Jap, and the Sales Management Association’s Chairman Bob Kelly for a special two-day Goizueta Business School workshop: Sales Leadership and Channel Management, 13-14 March. This workshop focuses on...Read more
Our research shows that sales managers consider forecasting important, and that it consumes lots of the sales force's time. But most managers consider forecasting efforts fraught with bias, and therefore unreliable; and not surprisingly, most are unsatisfied with forecasting accuracy. A dispassionate observer might reasonably ask: If forecasting is both...Read more
High quality market intelligence can significantly improve your sales team’s long-term effectiveness. But the process of gathering market intelligence is too often overlooked. This article provides a set of practical ideas for improving market intelligence, including sources of data you may not be aware of. We’ll cover: National Economic Analysis:...Read more
When it comes to sales, it’s all about the numbers, right? Quotas, pipelines, forecasts were laser focused on hitting those numbers. But is a number really enough to keep people in the game? Chester Elton and Adrian Gostick, authors of The Best Team Wins, recently analyzed the responses from more...Read more
Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research...Read more
In sales organizations where salespeople come and go, and sales strategies change each year, often the only constant is change. But management is still expected to profitably grow revenues each year, often without additional resources or budget. In such environments, territory management serves as an essential tool for sales operations...Read more
A powerful sales performance management tool can work wonders in improving the performance of your salesforce. In my 5 years interacting with these systems, I’ve seen implementations that range from Grimm to fairy-tale. Gathering sales data and sharing reports with your team in a coordinated platform can give you insights...Read more
Many sales effectiveness leaders are currently focused in preparing new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and kicks off a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensure year-round forecasting and pipeline management...Read more
Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approaches for minimizing the sales organization's administrative activities, and getting back to the...Read more
The buzz surrounding artificial intelligence (AI) and its potential impact on sales organizations includes predictions of massive job losses and obsolescence for traditional sales roles. Are these claims over-hyping AI's potential, or do they reflect the inevitable consequence of continued technological progress? How should sales leadership anticipate a future that...Read more
Selling activities – the essential tasks that comprise a salesperson’s job, and include things like making customer calls or generating proposals – ultimately determine salesperson productivity. But collecting sales activity data is notoriously tricky, and few firms do so effectively, leaving management with inadequate insight into root causes of performance....Read more
High performing sales operations functions focus on a strategic charter, while efficiently executing tactical responsibilities. This panel discussion showcases leading practitioners’ approaches for staffing, planning, and executing core sales operations responsibilities. Panelists will discuss a range of topics including enabling technology, establishing strategic objectives, and assessing departmental effectiveness.
In the Book of Revelation, four horsemen (Death, Famine, War, and Conquest) open a can of world-ending whoop ass before the last judgment. Four forces are similarly positioned as harbingers of the sales force’s demise. They are automation, marketing, artificial intelligence, and crowdsourcing. Pundits would have us believe these technologies...Read more
In this session, Seleste Lunsford shares data from the just-released 2017 World-Class Sales Practices Study. In its 20th year, CSO Insights’ study combines historical perspective with fresh, unique insights, while focusing on the most critical organizational practices that produce the greatest lift in results. The session offers actionable insights for...Read more
Innovations in analytics, mobility, and applications are redefining what’s possible for sales organizations. Among these advancements is the use of geospatial and location data. By integrating location information into applications like CRM, firms are dramatically improving their sales team’s spatial insights into lead intelligence, customer data, and market opportunity. In...Read more
Faced with fundamental shifts in the healthcare industry, Siemens’ healthcare business is undergoing a dramatic redesign. Rebranded Siemens Heathineers, and now managed separately as a company-within-the-company, the firm is applying its long history of engineering expertise to its healthcare division’s sales organization. In this presentation, Margaret Piekarski, Siemens’ Senior Director...Read more
As North America’s leading provider of vehicle remarketing services, Manheim connects buyers and sellers to an extensive wholesale vehicle marketplace and auction network. Its 18,000 employees enable Manheim to register about 8 million used vehicles per year, facilitate transactions representing nearly $57 billion in value, and generate annual revenues of...Read more
Impacting salespeople’s skill development is challenging, especially in large, distributed sales forces. This session reveals 3M’s successful experience developing its Consumer Business Group sales force using an integrated set of learning tools. The session features a hands-on review of specific 3M tools, discusses learning process and tool design best practices,...Read more
In this informative and provocative session, Michelle Vazzana and Leff Bonney will examine the conventional wisdom that is stifling the sales force. They will share powerful, yet surprising new research from both Florida State University and Vantage Point Performance representing hundreds of sales teams. The findings they provide will challenge...Read more
Company culture can significantly affect salesperson engagement, satisfaction, and retention. And the sales force’s perception of company culture can be heavily influenced by the first line sales manager, and their frequent, direct interactions with salespeople. In this session presenters from two different firms with strong cultures discuss company culture’s impact...Read more
Few question technology’s pervasive impact on selling and the sales profession. Yet many firms are not adequately positioning their sales organizations for optimal performance in the digital age. This session examines the relationship of digital technology and the sales function, while offering specific strategies for leadership to fully leverage technology’s...Read more
Sales technology is a growing and increasingly strategic investment for sales forces. Quantifying technology’s business impact is a challenge for organizations evaluating potential investments, or assessing installed platforms. This session draws upon recent Sales Management Association research on technology ROI calculation practices, and their prioritized importance, accuracy, and prevalence of...Read more
Thank you for purchasing the 2017 Sales Force Productivity Conference Digital Archive. Below are links to each session in the digital archive. Each session's link includes audio or video as well as any Powerpoint files used in the session. Enjoy! Are you interested in purchasing full access to the 2017...Read more

ZS Associates

15 October 2017

ZS Associates?is one of the world’s largest business services firms specializing in transforming sales and marketing from an art to a science. We help clients gain market share at lower cost. We do so by creating data-driven strategies that they can implement rapidly and by taking on sales and marketing...Read more
VantagePoint is the only agile sales performance company delivering diagnostic-based training and consulting solutions — all grounded in the latest academic-led, agile sales research. The VantagePoint proprietary Agile Sales & Coaching Platform includes an agile diagnostic that identifies the behaviors and unique situations your sales managers and salespeople face in...Read more

University of Houston

15 October 2017

The University of Houston’s?Sales Excellence Institute?(SEI) strives to be the leading global network for sales research and education. Part of U. of H.s C.T. Bauer School of Business, SEI is sponsored by over 25 corporations including 3M, State Farm, Ecolab, Liberty Mutual, Edward Jones and many others. SEI blends a...Read more

MapAnything TerrAlign

15 October 2017

MapAnything TerrAlign is a leading provider of solutions geared towards Sales Resource Optimization (SRO). Simply stated, this is getting the most out of the sales force you have. Successful companies often are particularly proficient at achieving more with less. MapAnything  TerrAlign, through its software and consulting services, transforms sales forces...Read more

Salesforce

15 October 2017

Founded in 1999,?Salesforce?is the #1 CRM platform and the clear leader in sales, service, marketing and cloud platforms. Salesforce pioneered the shift to cloud, social, mobile and connected devices, and with this next generation of technology, its customers?are connecting with their customers in entirely new ways. With Salesforce’s four product...Read more

Qstream

15 October 2017

Qstream is a sales capabilities platform that combines performance analytics, coaching optimization and knowledge reinforcement in a powerfully simple mobile enterprise solution. Driven by science and data, Qstream is used daily by top companies in life sciences, technology and financial services (Pfizer,Linkedin and Mastercard) to optimize sales team performance at...Read more

Optymyze

15 October 2017

Optymyze helps companies improve sales force and sales operations performance with its award-winning enterprise cloud applications and business process management services. Optymyze Sales Performance Management helps companies align sales goals and compensation; efficiently execute sales strategies; drive greater sales results, faster; and gain visibility into sales performance. With Optymyze Sales...Read more

Integrity Solutions

15 October 2017

Integrity Solutions?develops the hidden potential in your team.We help our clients win more customers, keep more customers, and grow profitable revenue. We help organizations align attitudes and beliefs around a customer-focused strategy so they can increase sales, strengthen customer relationships, maximize productivity, and retain the best talent. Our values- and...Read more
Varicent, an IBM Company, delivers Incentive Compensation and Sales Performance Management solutions to high performing companies across several industries. The solution is used across the enterprise by finance, sales, human resources and IT departments to streamline administrative processes, reduce errors, maximize efficiencies and drive improved sales performance. Companies rely on...Read more

Highspot

15 October 2017

Highspot helps sales teams increase conversion rates and generate more revenue faster. From sales content management to pitching and analytics, the Highspot platform delivers enterprise-ready features and platform integrations in a modern design that sales reps love. Using Highspot, sales teams are able to stay connected to the best-performing content...Read more
Florida State University’s Sales Institute is among the largest US academic sales programs, with three?full-time faculty members and over 500 students participating in one or more sales courses each semester.?It is one of only two Tier 1 research universities in the nation that has a sales program and offers PhDs...Read more

DePaul University

15 October 2017

DePaul University’s Center for Sales Leadership was founded in April 2003 with a grant from 3M Corporation, and has since grown into one of the largest ?and best centers for sales management education. Drawing from a sizable and diverse student body, and a faculty with deep business expertise, the Center’s...Read more

DocuSign

15 October 2017

DocuSign? is changing how business gets done by empowering more than 250,000 companies and 100 million users in 188 countries to sign, send and manage documents anytime, anywhere, on any device, with confidence. DocuSign replaces printing, faxing, scanning and overnighting documents with the easiest, fastest, most trusted way to make...Read more

CallidusCloud

15 October 2017

Callidus Software (NASDAQ: CALD) helps clients consistently deliver sales results. Callidus’ Sales Performance Management (SPM) software applications and servicesmanage the entire sales life-cycle from sales on-boarding and accreditation, to deployment and communication, to incentives and rewards, to talent development. Companies use SPM solutions to optimize investments in sales planning and...Read more

Aon Hewitt

15 October 2017

Aon Hewitt is one of the world’s leading HR consulting and outsourcing companies, with offices in more than 30 countries. Hewitt’s Sales Effectiveness practice helps the world’s most effective sales organizations optimize sales organization design, talent management, performance and rewards, and sales performance improvement. Aon Hewitt’s?Sales Effectiveness Practice?works with complex...Read more

beqom

15 October 2017

beqom enables you to take control of your sales performance and deliver on strategy with the only adaptable Sales Performance Management (SPM) cloud platform built for the enterprise. beqom scales and adapts to your needs without compromise, with a “flexibility in a framework” approach that supports your unique data model...Read more
Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement. This webcast explores approaches for maximizing salesperson success and satisfaction through sales operations' contributions.
Each year at the Sales Force Productivity Conference we feature cross-industry practitioners discussing their best ideas. This year’s sessions include speakers from 3M, The Coca-Cola Company, Cox Automotive, Google, Gulfstream, Microsoft, Nuveen, Siemens, Thomson Reuters, VMware, x.ai, Xerox, and many more. We’ve curated sessions focused on real-word practices, led by...Read more
We invite you to attend the seventh annual Sales Force Productivity Conference, taking place October 16-18 in Atlanta, Georgia at the Ritz-Carlton Buckhead. This is the premiere education and networking event for sales leadership, sales operations, and sales effectiveness professionals. The Sales Force Productivity conference is unique in its focus...Read more
Organizations usually look to increase revenue, but often lack clear action plans for achieving their growth objectives. This webcast examines three sources of revenue growth -- acquisitive growth, market growth, and organic revenue growth -- while suggesting analysis techniques that help management diagnose growth impediments, identify actionable priorities, and quantify...Read more
Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts. Topics addressed include the nature...Read more
This research examines sales organizations' sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecasting, territory design, salesperson deployment, quota allocation, and incentive compensation management. Our study identifies...Read more
Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management. The research will identify which elements of...Read more
Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue as substantial benefits, and include increased selling time, higher quality sales outcomes, and...Read more
For many organizations, sales forecasting is a massive exercise in futility. No matter the approach, it always seems to consume a tremendous amount of energy and produce a dubious result. It doesn't have to be this way! During this session, attendees learn a simple, new approach that will forever change...Read more
You’ve heard the saying: “The only constant in life is change.” In the world of sales compensation, that couldn’t be more true. In fact, change tends to be on hyper-drive. Technology, globalization, regulations, and demographic changes are dramatically impacting the way companies make money, go to market, sell products, and...Read more
In the age of Snapchat and YouTube, today’s sales professionals live on their mobile devices to connect, collaborate and learn. Considering people process visuals 60,000 times faster than text, and that adding visuals increases information retention 5.5x, it’s critical that modern sales teams incorporate video into their sales learning strategy....Read more
This webcast summarizes findings from recently concluded Sales Management Association research on sales organization's analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales management needs and routinely available reporting output, and explores emerging analytics capabilities such as...Read more
Process discipline characterizes the approach many productive sales organization take to managing selling activity, but those same firms often neglect to treat sales manager activities with the same rigor. This webcast makes the case for establishing sales management process, while detailing how successful firms implement effective management process.
Sales enablement leaders map content investments to crucial buyer/seller interactions. A comprehensive “content map” helps promote cross-organizational endorsement and aligned objectives. This webcast reviews best practices for taking stock of available content, prioritizing needs, and positioning content where sales and marketing teams can make the most of it, while developing...Read more
Sales organizations invest mightily in salesperson training. But these investments are often ineffective, in large part because desired outcomes are not observed, validated, and certified. This webcast explains how mobile video can address these challenges, transforming conventional training approaches and dramatically improving training outcomes. Topics addressed include: Shortening ramp time...Read more
Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel, and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology and anemerging discipline known as “Account-Based Marketing (ABM)”. Account-Based Selling (ABS) describes how sales forces execute...Read more
[iframe_loader type='lightbox' href='/wp-content/uploads/articulate_uploads/Applying-Analytics-to-Territory-Management/story.html' size_opt='lightebox_default']
Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offers frameworks and best practices for establishing effective sales objectives and incentives.
With a strong enough pipeline, sales teams can consistently hit their numbers. Where should sales leaders invest to ensure a healthy and sustainable pipeline? In this webcast, we help make sense of the dizzying array of pipeline investment alternatives, such as sales development roles, sales communication platforms, and account-based marketing...Read more
Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization's attention. Firms? ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examines current sales compensation management practice, quantifies factors differentiating high and low performing firms in this...Read more
Focus areas for this research include: Identifying how sales operations function drive efficiency in core responsibilities like reporting. Measure the ideal and actual focus on strategic issues by sales operations departments. Cataloging emerging and innovative practices contributing to sales operations' success in balancing tactical and strategic responsibilities. Sales operations staffing...Read more
Every sales manager needs to strike the right balance between recognizing top performers and incentivizing strong sales growth all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single right answer for how to set...Read more
Learn how Tableau uses data to create a culture of accountability and foster a data-driven sales organization that routinely hits targets. Watch sales representatives explain what data drives their behaviors and even see the dashboards that they use most. Learn how to leverage data visualization within your sales organization to...Read more
Our five-part sales performance management series continues with a webcast on sales forecasting. Sales forecasting is an essential sales planning activity, but is too often characterized by guesswork, gamesmanship, and missed targets. This webinar focuses on ways sales leaders can drive transparency and accuracy in the context of a comprehensive...Read more
Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a certain geography. While these are important, best practice firms also consider the performance capability of salespeople and their available capacity. In this webcast, Sales Globe's Mark Donnolo makes...Read more
Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales organization's day-to-day tactical support requirements--like reporting, territory alignment, or compensation...Read more
Our five-part sales performance management fundamentals series continues with a session on sales territory planning. Planning sales territories is, in theory, simple: put the right salespeople on the right accounts with the right targets. In practice, however, it requires consolidating disparate data sets while actively collaborating with frontline sales--two things...Read more
With 2,000+ globally-dispersed salespeople and an expanding product line, Red Hat must manage daunting communication challenges. Chief among these: making sure each seller effectively communicates Red Hat's value to customers and prospects. Doing so requires salespeople to absorb and retain critical business information essential to driving performance. Red Hat has...Read more
“Will” and “skill:” two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,”but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. This workshop details a business...Read more
For Oracle, the sales game had changed, and management needed to remake its performance culture. Presented by Oracle sales leader TJ Pomian, this presentation reveals how Oracle utilized analytics, innovative coaching techniques, and new incentives to strengthen the firm's competitive advantage. Integrating mobile, automation, and gaming technologies, Oracle's revamped sales...Read more
Dun & Bradstreet implemented a front-line sales leader initiative over the past year. After educating sales managers on coaching, D&B measured and tracked managers' coaching performance. This session describes the firm's experience, as shared by the initiative's catalyst, Wayne Silverman, vice president, technology market. Wayne and sales effectiveness consultant Everett...Read more
Kowa's 2008 entry into the US market helped realize the Japanese company's vision of a global pharmaceutical organization. Focused in cardiometabolic therapeutics, Kowa encountered challenges common to fast-growing sales forces in complex selling environments. Chief among these was establishing a sales operations function capable of enabling a productive, effective sales...Read more
Join Lindsay McGregor, co-author of New York Times bestselling book, Primed to Perform: How to Build the Highest Performing Cultures Through the Science of Total Motivation, for an informative session on how sales organizations can transform their cultures. In this session, Lindsay demystifies the counterintuitive science of high-performing culture, and...Read more
Sales operations' charter cuts a wide swath in many organizations; its efforts span strategic, tactical, and administrative responsibilities. The most successful sales operations departments narrow their focus on core strategic imperatives, while efficiently executing tactical responsibilities. This session draws on Sales Management Association research and expert insight into how high-performing...Read more
Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change...Read more
In transforming its sales organization, Iron Mountain knows sales managers must lead the way. Success depends upon managers' ability to identify salesperson strengths and gaps; effectively coach; and apply critical thinking skills to how they approach their accounts and opportunities. To focus on these three competencies, Iron Mountain has created...Read more
ADP's large enterprise sales group faced transformational change among buyers; to adapt, it embarked on its own transformation. Presented by two senior sales operations leaders who lead the initiative, this session details ADP's comprehensive realignment of its enterprise segment's competency profiles, deployment model, objectives, talent management, and incentive compensation. An...Read more
Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. In this webcast, we reviewed key elements of effective channel enablement strategy and practical initiatives for maximizing access, coaching, and engagement with...Read more
Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization's energy and attention. Firms' ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast presented initial findings from recently-concluded Sales Management Association research on Managing Sales Compensation. The...Read more
In crew, coxswains don’t row the boat, but they use their intelligence to help the boat run more efficiently. They steer the boat straight, keep everyone on rhythm, and correct any technical errors. Much like the coxswain, a sales operations manager might not sell themselves. Rather, they enable the sales...Read more
Within the world of employee compensation and total rewards, I can’t think of a more ‘target-rich’ environment than the area of sales compensation. The fact that general salary growth has been relatively flat for all employees over the past several years, just places more of a spotlight on the importance...Read more
Less than effective sales compensation programs suffer from poor design decisions. Powerful and aligned sales compensation plans subscribe to a set of market tested building codes. Use these best-of-breed principles to build effective sales compensation plans that are simple, easily to understand and reward the right results. Join Kevin Gray,...Read more
Upgrading the sales force? Your first stop should be first-line sales managers. No single role in the firm has a bigger impact on sales performance. Join us for an expert web panel exploring how firms are meeting manager development challenges. Panelists will also address audience-submitted questions. Drawing from our recent...Read more
Join us for our latest research insights on assessing sales tools. Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or...Read more
Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations departments are uniquely positioned to drive these efforts. But supporting strategic sales changes...Read more
As sales managers, it’s our job to drive sales performance. The question is: what actions, specifically, should we take to do that? Recently, the RAIN Group Center for Sales Research undertook a major study to determine what those actions should be. The results were fascinating, especially as they relate to...Read more
Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up how salespeople sell. This research examines how business-to-business firms...Read more
Technology is transforming how sales organizations sell, but also how they're managed. Among technology's greatest potential management benefits relates to coaching salespeople -- an activity under-prioritized and poorly supported in most firms. This webcast explores multiple technologies that amplify, automate, and enhance management's coaching efforts. Our expert panel will present...Read more
Fairness matters to salespeople. Research conducted by University of Houston professor Mike Ahearne proved that eliminating overachievement rates and capping payout in the sales comp plan will result in reduced revenue. Even some studies and research in the animal kingdom can be used to better understand salesperson behavior. One study...Read more
Enlightened sales organizations invest in salesperson "onboarding" - a structured effort to speed new salespeople up the learning curve. As our recent research shows, successful onboarding dramatically impacts salesperson productivity and new hire success rates. A newly emerging idea attempts to leverage this approach for veteran salespeople too. Called "re-boarding,"...Read more
Sales organizations demand a daunting breadth of planning expertise: from prioritizing high-level objectives to align with firm strategy, to allocating limited resources to adequately cover opportunities, to establishing tactical performance goals at multiple levels within the organization, and, along the way, coordinating input from many corporate functions, on behalf of...Read more
This research focuses on how business-to-business firms support sales manager development through training. It surveys the training practices in use, the training topics and managerial competencies deemed important, the effectiveness of various training approaches, and management’s priorities in improving training efforts. The research attempts to benchmark firm investment in sales...Read more
Join us for our latest research insights on sales manager training. The ROI for sales manager training is driven by higher productivity and better retention. In this research initiative we are identifying sales manager training practices in business-to-business firms, and the development activities considered most effective for sales managers. This...Read more
Coaching salespeople improves their performance, and drives improved firm sales growth. Few managers would contest this assertion, and research, including our own, shows that firms investing in sales coaching outperform their peers. Nevertheless, coaching is inconsistently practiced, poorly delivered, and woefully supported by most firms. This webcast explores how emerging...Read more
Join us for our latest research insights on Sales Planning Practices. Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Planning required of sales management encompasses a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels. This...Read more
Sales and marketing organizations make a wide range of investments in content, collateral, presentation aides, and other tools to support effective selling. This research provides a survey of these various investments, quantifies their effectiveness, and identifies management’s best strategies for provisioning them. Additional questions addressed relate to sales organizations’ preferences...Read more
Sales organizations allocate investments across a varied portfolio of growth opportunities. Given finite resources, sales management’s challenge is to calibrate these investments (in personnel, technology, collateral, tools) such that profitable firm sales are optimized. These sorts of decisions are myriad in even the simplest organization; they include explicit investments made...Read more
Join us for our latest research insights on the path to profitable growth. Sales organizations allocate investments (resources, people, technology, collateral, tools) across a portfolio of growth opportunities. Driving growth from new customers is different than developing revenue from existing customers in terms of cadence, messaging, process, selling costs, marginal...Read more
Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on management decision-making. The research also explores how sales organizations support management’s effective use of performance data. It...Read more
The term “sales operations” describes a set of activities that support sales force efficiency and effectiveness. The Sales Management Association’s recently completed research into sales operations’ practices, challenges, priorities, and emerging trends reveals new insight into this emerging corporate function.   This research found that sales operations departments are most...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
Coaching is time and resource intensive. Done right it can create a big impact. However, without the right organizational support,coaching’s impact can be easily undermined by competing priorities,inconsistent practice, and ineffective delivery. This webinar takes a first look at insights on how business-to-business sales organizations support coaching initiatives. This includes...Read more
Transitioning its business from print publications (like yellow page directories) to digital media, hibu is executing a sales force transformation as significant as any attempted. With a database of 13 million business, served by more than 1,100 salespeople, hibu has led a comprehensive reorganization of its customer segmentation, go-to-market strategy,...Read more
Executive-level decision makers are adept at repelling salespeople. It's a skill borne of necessity. Most salespeople arrive ill-prepared, waste time in meetings, and add little value as potential suppliers. But there are exceptions... In fact, a few salespeople have no trouble at all connecting with decision-makers. These salespeople run meetings...Read more
Sales managers are evolving just as the organizations they lead are also changing. New sales leaders need skills different than those of an earlier generation – skills essential for interpreting new data, leveraging technology, and aligning their organizations with shifting customer and market requirements. And as before, they're also expected...Read more
Historically, global companies have made significant investments in sales training on an annual basis, and in many cases invested in enablement “playbooks” for daily process and methodology application. While the two activities are typically linked conceptually, they have traditionally been two separate offerings – with training for each occurring independently. ...Read more
Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this keynote presentation from MHI Research Institute’s Tom Chamberlain. Drawing on MHI Research Institute’s extensive...Read more
Faced with shifting sales territories, a growing sales force, and exploding demand, DocuSign’s sales territories were a deployment challenge of no small consequence. Using an array of supporting technologies, DocuSign’s implemented a territory management approach that optimizes sales coverage, balances workload, and tames administrative complexity. In this presentation, DocuSign’s Manager...Read more
This session delves into the Sales Management Association’s inquiry into emerging practices, challenges, and trends related to sales operations. We define “sales operations” as a corporate function focused on sales force effectiveness. Many firms, however, use different names for this function. Common variations include sales effectiveness or sales excellence, commercial...Read more
MHI Research Institute’s Joe Galvin presents findings from MHI’s recent research on sales organization best practices. Now in its 12th year, the MHI Sales Best Practices Study captures and measures the behaviors, attributes and performance of World-Class Sales Performers, providing a foundation for benchmarking organizations against World-Class Sales Performers and...Read more
Machine learning techniques, marrying big data and analytics, offer the potential to transform sales and marketing targeting, helping focus activity on the most attractive opportunities for cross-sell, up-sell and new customer acquisition.  With the right approach, sales process enablement, and monitoring, insights derived with machine learning can be an engine...Read more
Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Sales managers’ planning efforts must encompass a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels. This presentation details findings from a recently concluded Sales Management Association research...Read more
"Sales operations" is the corporate function focused on sales force effectiveness. This webcast offers the first look at our recently-concluded research on sales operations' emerging practices, challenges, and trends. The research reveals core practices among sales operations departments, identifies leadership's most important sales ops priorities for the coming year, and...Read more
Disciplined processes are the hallmark of highly-productive sales organizations. But salespeople don't follow sales process guidelines unless they're effectively implemented and well supported. This webcast details Informatica's experience implementing a new sales methodology and their successful efforts to drive sales process adoption. Presented by Informatica's Julie Rhodes, Director of Sales...Read more
Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing information on products and promotions, social media expand a company's...Read more
Complex sales take longer, involve more sophisticated solutions, and demand more highly-tuned support resources than typical sales. This complexity can easily overwhelm sales enablement initiatives intended to improve sales rep effectiveness. This webcast describes JDA Software's highly successful approach to taming sales process clutter at JDA Software, the leading supplier...Read more
Building customer relationships is increasingly difficult for salespeople. Face time with buyers is dwindling, while the rise of electronic auctions, RFPs, managed procurement, and third-party buying influences make it tougher than ever to demonstrate value and differentiate offerings. In this panel discussion, we examine strategies for building valuable customer relationships,...Read more
Your sales team has an end goal in sight quotabut do they know how to get there? It is a long way from prospecting a new account to making a final sale. There are lots of twists, turns and decisions sellers have to make along the way to closing a...Read more
With the recent quarter close, sales leaders are preparing reports on last quarter's wins, forecasting next quarter's outcomes, and identifying gaps to solve for this quarter. This webcast addresses common forecasting challenges, focusing on how leaders can fine tune forecasting strategy, and better align metrics and selling activities to improve...Read more
Top-performing sales professionals understand that securing a sale isn’t the end goal. These professionals have a longer view of the customer experience and know that a sale is but a step in a much longer journey. For newer sales reps, or those in high-churn industries, it is easy to think...Read more
Change happens. And in today's business environment, it happens more quickly than ever. With the globe connected by technology, world economies feel interlocked, the lines often blurred into one continuous operational environment. For sales organizations, managing change can sap the time and resources of everyone from management to the field...Read more
Few companies would discourage salespeople from making sales calls, even when sales effort reaches the point of diminishing returns. But that’s exactly the right thing to do, when incremental activity no longer correlates with incremental sales. Response curves help management determine how many sales calls – or other sorts of...Read more
Sales forecasting is fairly consistent across organizations around the globe. The standard forecasting process usually begins with lead identification. The lead is then qualified and an attempt is made to understand the prospect’s needs. A proposal is presented to the prospect to address the needs, and the sale is usually...Read more
The CRM promises enormous potential for improving sales organization productivity, but companies have had mixed success in leveraging CRM to drive transformational sales effectiveness improvements. This research attempts to understand CRM's impact on sales organization effectiveness, identifies what drives successful CRM deployments, and prioritizes where organizations can improve their utilization...Read more
Teaching and selling share common challenges. That glazed look in a reluctant prospect's eyes? It's surely familiar to teachers, who, like salespeople, too often lecture instead of interacting. Bueller Just as sales forces are rethinking how to engage customers, educators are similarly innovating in the classroom. In both cases, technology...Read more
This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that contribute to effective sales forecasting; and determine how salespeople and managers interact...Read more
Industry research illustrates emphatically that effective selling is being disrupted by more forces than ever before. Against this backdrop of increasing change, there are literally hundreds of ideas and solutions that potentially could improve the capabilities of your sales organization. And so, in today's world of hyper-change, what does the...Read more
Immediate access to actionable customer insights help salespeople identify the best customers and geographies to target, tailor each customer interaction, and drive business to meet their goals. Without this readily-available insight, salespeople waste time pouring through data from multiple sources and trying to interpret what it means. Join Kelly Tousi,...Read more
Sales forces effective in salesperson onboarding – getting new salespeople up-to-speed efficiently – enjoy surprising productivity advantages over their peers, our recently-concluded research shows. These firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. But onboarding isn’t easy – just 40% of firms with...Read more
A study of emerging trends and best practices for sales leadership. This research examined sales forecasting in business-to-business organizations. Research questions identified core practices, processes, and resources considered essential to forecasting; revealed factors that contribute to effective sales forecasting; and determined how salespeople and managers interact in sales forecasting initiatives.
On-Demand Sales Training vs. Live Sales Training It’s no secret that part of the value of live and in-person sales training is the opportunity to engage in discussion and practice the art of selling through real-life simulations and role play. And of course, in-person training provides sales trainers with the...Read more
Quota setting is consistently at or near the top of the list of sales compensation challenges for most companies. One reason is because ineffective quotas can derail even a well-designed sales compensation program. Many sales organizations consider poorly-set quotas among the chief threats to sales force motivation. Prevailing practice contributes...Read more
Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices. Specific areas of focus for this research include: Identifying current approaches for provisioning sales...Read more
The concept of sales as something that could be trained and improved upon began in the late 1800s when NCR opened the first sales training school after demonstrating their methods at a trade show. While many aspects of sales have changed in the last couple hundred years, a few things...Read more
When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding practice in business-to-business sales organizations, identifies onboarding program elements that contribute...Read more
Does sales manager training fail to deliver expected results at your organization? Perhaps change happens for a brief period of time, but before long, things go back to the way they were before the training. If this sounds like your organization, you are not alone. In fact, disappointing sales manager...Read more
As a sales manager, you are responsible for a lot of metrics—really important metrics, in fact, including revenue growth, customer retention, product mix, and dozens of other performance metrics. But these metrics are more than numbers to you and your sales force because they define your force’s performance. Whether you...Read more
Onboarding programs attempt to accelerate new salesperson productivity and new hire success rates. Our recent research examines sales onboarding programs in business-to-business firms. Join us for this webcast, in which we’ll provide preliminary  findings from the research, addressing issues such as: Onboarding program best practices Supporting tools and platforms used...Read more
Strong Sales Managers are important to the success of a selling organization. There are many tactics used to build and test the strength of Sales Managers within organizations. However, are there skills and competencies that can’t be taught or learned? According to our?Developing Sales Manager research initiative, there are 4...Read more
The Sales Management Association’s recent research identified “lack of field input on prioritized meeting content” as a frequently cited shortcoming of annual sales meetings. This document provides a survey tool for use in soliciting field input on their content priorities, and how best these might be presented at an annual...Read more
Sales can't be automated. There are too many variables in complex selling interactions that require sales professionals to be able to adapt in the moment. Instead, an effective enablement strategy must consider how to harness the best practices of your team and ensure these practices permeate the organization. Supporting the...Read more
Though most firms acknowledge first-line sales managers’ critical role, few organizations react quickly enough in responding to sales manager turnover. Vacant manager positions have an outsized impact on sales performance, since an entire sales team may be adversely affected. By developing sales manager “bench strength,” firms can more quickly react...Read more
Inside sales staffing is outpacing traditional salesperson growth by more than 50%, according to our recently completed study in inside sales trends. As expected, participants in our recent study (senior sales and sales operations managers) said inside sales’ lower cost structure helped drive headcount growth. However, even more important is...Read more
Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include: Current approaches in inside sales force deployment Leadership’s inside sales management challenges Assessing the adoption and effectiveness of enabling technology used to...Read more
This webinar will goes through some key areas to consider as you plan your Sales Kickoff meeting. Also shared is research from Sales Management Association around best practices in preparation and planning for sales meetings and ideas around motivating salespeople. Viewers will learn: Best practices to ensure objectives are carried...Read more
Sales coaching remains a hot topic among sales effectiveness leaders. Our audience shows a persistent interest in sales coaching practice – the coaching approaches managers are using to affect meaningful change in their sales organizations. This research study examines sales managers’ practices, priorities, challenges, and impact areas related to sales...Read more
Does your sales forecasting accurately predict the future results of a sales force? Staying apprised of trends and best practices for sales leadership is one way to improve upon forecasting effectiveness…. and to make sure you re not about to be a cast member on Sales Forecasting: What NOT to...Read more
It’s planning season for sales organizations – a whirlwind of activity that includes reviewing performance, assessing forecasts, assigning growth targets, building budgets, aligning territories, and allocating quotas. Unfortunately, many sales plans don’t produce what the sales organization most needs: insight into what changes are required to meet performance expectation, and...Read more
A recent Aberdeen report on sales performance effectiveness reveals that there’s a large gap between best-in class firms and the rest of the pack when it comes to meeting quotas. While 84% of the best-in-class companies met quota, only 55% of average and 15% of laggard companies reported hitting their targets....Read more
Management spends plenty of effort designing salesperson incentive compensation plans, but the first-line sales manager pay plan is often an afterthought. This webcast reviews essential plan design principles important for first line sales managers; explores common plan design pitfalls; and takes a close look at three commonly-used manager pay plans.
Fall – the time of year when sales compensation managers review pay plans, dissect performance data, and determine next year’s sales comp plan changes. It’s also the time of year when freshmen college students are matriculating in Literature 101 classes, reviewing syllabi, buying books. Coincidence? Hardly: turns out that sales...Read more
There are lots of terms that get tossed around by sales forces, such as “sales process” and “sales coaching,” and many of these have very vague meanings. Another term that we frequently hear used in various ways is “sales enablement.” Sometimes this is a code word for a sales operations...Read more
Gain a clear understanding of talent evaluation techniques, the link between competencies and sales performance, and how best to apply these principles in elevating sales training ROI. Sales and sales ops leaders have always struggled to maximize sales team effectiveness and hire top-performing new talent. CSO Insights reports this is...Read more
This workshop offers perspective on developing an end-to-end territory management process; from territory optimization through ongoing maintenance and sales crediting. Few management decisions have a greater impact on sales productivity than territory assignments. Well-designed territories allow quick response to dynamic market conditions and changing customer coverage requirements.  This workshop offers...Read more
Sales Performance Management (SPM) software solutions promise to enhance essential sales management activities, and interest in these solutions is surging. How are practitioners using SPM, and are they realizing value from SPM investments? This panel examines the impact of SPM from the perspective of practitioners and solution providers. Topics include:...Read more
Social selling - a trendy, yet ill-defined phrase. How many business-to-business salespeople are actually using social media to sell – and how? In this session we introduce a framework for leveraging social media to improve sales productivity, and share examples of sales organizations who have unlocked the power of social...Read more
When the CEO says “We need a defined sales process”, what are they really saying First, the CEO clearly has a belief that process will increase sales. Secondarily, I believe the CEO is asking for a repeatable, visible and measurable system that replicates top sales performers. The devil is in...Read more
Sales Enablement software has a solid foothold in many sales organizations. Better than the knowledge management platforms it replaces, Sales Enablement solves a common sales force “distribution” problem; that is, the problem of distributing marketing content to, and through, the sales force. Sales Enablement’s oft-stated purpose is to provide the...Read more
The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on average, companies...Read more
Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approaches for avoiding outcomes disadvantageous to your firm. Presented by Elarbee Thompson attorneys Richard...Read more
By the end of the fiscal year, most sales compensation leaders are feeling good about where they are in the next year's sales incentive plan design process (we hope). The management team is finalizing the design, developing the rollout plan and expressing confidence that the plan is aligned with the...Read more
CRM and Sales Force Automation have been with us for several decades now, and most companies have gone through many iterations of the constantly improving technology.  From basic contact management to advanced data analytics, Rolodexes and spreadsheets have been replaced by sophisticated technology platforms that are increasingly easy to deploy...Read more
Why do Slumps happen, and how to can we coach reps through them Salespeople have at least one thing in common with pro baseball players: Slumps. All major leaguers ? even all-stars ? go through extended periods where they can’t get a hit. Pressure builds. Confidence erodes. After a while...Read more
Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Join us for this first look at research results and expert commentary from SAP Global Vice President Shawn Robertson. Research topics include: Current approaches in...Read more
By 2025, 3 out of every 4 workers worldwide will be Millennials (Time). Is that shocking to anyone else? One of the most impassioned discussions I heard at Columbia University’s recent Sales Thought Leadership Conference surrounded the younger generation and how they communicate in the workplace. Many were irked by...Read more
Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices. Specific areas of focus for this research include: identifying current approaches for provisioning sales...Read more
You probably know what it is, but do you know why the Cloud matters to your sales organization? The Cloud has changed how buyers buy, how employees work, and how sellers go to market. Everything is faster. There is an expectation of instant gratification. With this shift, the way we...Read more
  Organizations implementing new sales methodologies often face a stark realization: despite huge investments in training, new approaches simply don’t work. Sales coaching can dramatically remedy these expensive failures. This webcast explores five “must have” qualities of effective coaching programs, and provides tactical suggestions for sales coaches. Topics include: Focusing...Read more
Technology is changing how organizations direct and support field salespeople. Nowhere is this more apparent than in the explosion of cloud-based productivity tools. In this webcast, we review strategic trends in cloud-based sales force enablement, and examine case examples and best practices from three leading cloud innovators.
Sales management considers performance reporting essential, and sales managers are often the loudest constituents served by sales operations departments. But our recent research suggests that salespeople, not their managers, may be a more important “customer” for performance reporting. Our study’s 85 participating business-to-business firms rated the amount of time their...Read more
Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors associated with four common sales change initiatives: launching new offerings, entering new markets, changing...Read more
Last year TinderBox, Miller Heiman, and the Sales Management Association conducted research on sales proposal effectiveness. Drawing on input from 76 participating business-to-business sales organizations, findings show that proposal effectiveness correlates closely with sales growth, but that several facets of proposal management remain under-optimized. These include making proposal easier for...Read more
  What’s a sales force’s most expensive asset? Its sales managers’ time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching opportunities and diminished influence on other business outcomes. The trouble is, it’s not always easy separating managers from administrative activities. One area...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
Close your eyes and think about one of the following songs: Michael Jackson’s ABC, Queen’s Bohemian Rhapsody, or Neal Diamond’s Sweet Caroline. Can you hear the beat in your head? Do you remember the chorus? How about the lyrics? Does it evoke a certain emotion? Music is amazing in the...Read more
What makes a great sales dashboard? It’s more than just clever visual design or the latest technology. In fact, sales reporting standards are evolving quickly with innovations in data accessibility, technology, and analytics. We’re hoping to capture a few new insights into business-to-business sales organizations’ reporting practices through our latest...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
Several weeks ago we held our first Google Hangout – a discussion on Sales Leadership’s Social Strategy. The discussion featured Richardson’s CEO David DiStefano and Gerry Moran, SAP’s Head of Social Media, North America. We’d hoped also to include a speaker from InsideView, who couldn’t join because of technical issues...Read more
Sales organizations are embracing social selling, taking advantage of social media’s new approaches for reaching buyers. Along the way, sales leadership faces a new set of management challenges. This session – our first hosted on the Google Hangouts platform – explores emerging issues impacting the social sales manager. Panelists: David...Read more
Who deserves credit for closing a deal? In many organizations, the answer is complicated. Sales that involve more than one seller, long decision horizons, or multiple customer touch points often require a complex crediting scheme. Sales organizations that credit sales effectively do these things well: they anchor their crediting model...Read more
It’s sales kickoff meeting season, the time when companies reveal strategy and marching orders to their sales forces. Kickoff meetings set the tone for the entire year, so there’s a lot riding on getting them right. To help you out, we’ve put together a toolkit with some sales kickoff meeting-related...Read more
Forecasting accuracy is a problem for sales organizations. Too often forecasts reflect little more than a sales force’s collective intuition about future results. Not the reliable predictor management needs. New approaches to forecasting are proving much more valuable. They combine technology, salesperson activities, and a focus on verifiable customer outcomes....Read more
Proposals are a challenge for managers, customers and salespeople, our recent research suggests. Managers can’t get data on proposal activity, such as the number of proposals outstanding, and their status. Customers can’t understand overly-complex proposal documents, and salespeople can’t deliver proposals consistently, effectively, and quickly.   Online proposal tools are...Read more
Later this winter I’ll present with several leading marketing academics on the topic “Personal Selling and Sales Management in Emerging Markets: A Research Agenda” at the 2014 American Marketing Association’s Winter Marketing Educators’ Conference. I’m looking for perspective on which aspects of this issue might be most important to the...Read more
Mobile technology can drive revenue growth, productivity and effectiveness in the sales organization. This webinar examines best practices in mobile sales enablement and management frameworks for aligning mobility investment for maximum ROI. Topics include gaining mobile salesperson acceptance through technology tools and defining success measures for the organization and sales...Read more
Drawing upon their recent best practice research on first-line sales manager staffing practices, Aon Hewitt’s Steve Grossman and Miriam Nelson offer insight into the sales manager’s essential contribution to sales organization performance. Topics include benchmarks for FLSM investment, recruitment and selection practices, job focus and role clarity, and correlating FLSM...Read more
Social media is changing how buyers buy, how sellers sell, and how buyers and sellers interact. This webcast explores how sales forces are harnessing social media to gain better customer insights, secure access to difficult-to-reach buyers, and foster collaborative relationships with partners. Presented by Gerry Moran, head of social media at...Read more
A recent study of more than 800 front line sales reps and sales leaders highlights a disturbing trend in sales management. While organizations are making ever greater investment in technologies and operational processes to improve performance, sales reps are citing Training and Development as being one of their greatest challenges...Read more
Sales compensation is a powerful tool for motivating and managing the sales force. But it is definitively a double-edged sword as companies that get it right enjoy significant benefit, while those who get it wrong feel material downside. Companies that manage sales compensation well also actively manage various compensation program...Read more
Too often companies approach strategic changes -- like implementing solution selling, or cutting sales costs -- with tactical approaches, such as changing commission rates or quotas. In contrast, top-performing companies continually adjust their organization and its talent through strategically-driven workforce planning. When applied to the sales force, workforce planning incorporates...Read more
Adoption of “Sales Performance Management” (SPM) systems is surging as sales organizations realize its significant benefits. Among these is the value SPM provides sales organizations confronting reorganizations or sales deployment changes. As SPM adoption increases, new models for utilizing SPM are emerging. This panel focuses on the identifying SPM needs...Read more
The intersection of traditional sales operations, emerging sales technology and sales effectiveness teams have transformed sales operations from a Finance-driven organization to one with a much broader charter and higher impact. Ian Levine, Iron Mountain's sales operations architect and sales effectiveness strategist reviews key lessons from his firm's sales transformation,...Read more
Salespeople today contend with increasingly sophisticated buyers and intense competition. As a result, they need more than the traditional relationship-building and closing skills -- they must have business acumen, sharp analytics, effective cross-functional collaboration, and creativity to create and prove their value in this complex selling environment. A competency model...Read more
Channel organizations represent unique challenges for sales performance analytics. These challenges include gaining access to data; cleaning, standardizing, and staging information from disparate sources; and coordinating an analytics strategy across multiple organizations. In this panel discussion three sales effectiveness leaders address the special challenges of channel performance management, and their...Read more
Achieving the sales forecast requires fact-based decision-making and resource allocation. Successful sales organizations that routinely achieve their sales goals, address the following preliminary questions in developing their execution plan: How many resources do we have and what can each produce Who are our target customers/prospects and what will they buy...Read more
Like many companies experiencing hyper-growth, LinkedIn struggled to meet its sales teams’ reporting demands. Conventional business intelligence tools proved inadequate for team members, who were expected to make their own data-driven decisions. After recasting its analytics strategy, LinkedIn provided its decision makers with greatly improved visibility and insight, ultimately establishing its analytics...Read more
It must seem like Shark Week for sales operations departments, who use this time of year to plan next year’s territory assignments, quotas, and compensation plan changes. Like Shark Week, planning season for sales ops seems a lot longer than advertised. And, like Shark Week, quota planning season often ends...Read more
Sales Performance Management (SPM) combines disparate information sources into essential intelligence for sales leaders. This webcast describes how sales organization can identify new profit sources and enable growth strategies through SPM. By integrating data from product, marketing, finance, and HR, SPM’s analytics yield insights previously unavailable to management. Examples include:...Read more
Communicating a formal offering to prospective customers represents a pivotal sales process stage. This research initiative examines current proposal management practices in business-to-business sales organizations. Research objectives include assessing what high-performing sales organizations do differently from others during the proposal stage of their sales process; and prioritizing potential investment strategies...Read more
This webcast presents key trends, emerging practices, and challenges in quota management. Topics include quota setting methodology, best practices for promoting quota accuracy and fairness, goal allocation approaches, and analytics to measure quota management effectiveness. Also presented are findings from Aon Hewitt’s recent study of quota management practices among business-to-business...Read more
Deploying a consistent selling approach is an important priority for many sales organizations. Technology represents a potentially valuable tool for communicating, reinforcing, and driving adoption of sales methodology. This Sales Management Association Research Initiative investigates how companies are using technology to enable effective sales methodology.  Research results focus on: Identifying...Read more
Managing high performing sales forces begins with defining success. It also depends upon management’s ability to correctly diagnose performance issues, surface root causes, and introduce corrective measures. This webcast presents a framework for identifying, measuring, monitoring, and managing sales organization effectiveness. Presented by Marco Madero and Scott Barton from Aon Hewitt's...Read more
Sales teams today contend with increasingly sophisticated buyers and intense competition. They must engage with their customers in more sophisticated ways to create and prove their value. Salespeople need more than the traditional relationship-building and closing skills - business acumen, sharp analytics, effective cross-functional collaboration, and creativity are essential in...Read more
Guest blogger Mark Ippolito from sales and marketing consultancy Lenati contributed this post. With the powerful capabilities of mobile devices to integrate location data, seller activity, real-time transactions and much more, sales managers in leading organizations are leveraging these capabilities to drive exponential performance gains among their sales teams. Looking to...Read more
Though sales organizations have invested heavily in sales productivity, many are finding returns on "sales enablement" initiatives elusive. Mobile devices are proving to be a critical component of successful enablement programs. Effectively implemented, they provide sellers with engaging content at the right place and time to move a sale forward....Read more
Jason Jordan is Vice President and Partner at Vantage Point Performance, and the author of Cracking the Sales Management Code, and contributed this guest post. I was recently speaking at the American Society for Training and Development’s international conference, and I happened into a conversation that yielded a very interesting...Read more
Social media is changing the way sales people interact with buyers and prospects. For sales managers, optimizing the sales organization’s social media utilization is an emerging priority. In this panel discussion, we ask two social media thought leaders to address sales leadership’s challenges and opportunities in managing social media engagement....Read more
As selling gets more complex, salespeople depend more on managers, subject matter experts, and specialized resources to succeed with buyers. How do world-class organizations apply the right resources to the right deals? Join us to learn what world-class organizations do differently to support collaborative culture and effective social sales communities....Read more
“Mobile Sales Enablement” is emerging as an important topic for our audience, judging by the response to several recent webcasts. Mutual Mobile‘s Sam Gaddis and Mike Nowlin’s presentation “Mobile Sales Enablement: What Sales Operations Needs to Know” offered a succinct business case and a summary of benefits for mobile enablement initiatives...Read more
This practical, high-impact discussion offers approaches for gauging sales compensation plan effectiveness, and guidelines for identifying potential plan improvements. Topics addressed include: Key Do's and Dont's for Assessing Plan Effectiveness Core Plan Effectiveness Metrics to Utilize Warning Signs to Look For Presented by Shawn Rossi, North American Practice Leader, Sales...Read more
Our recent webcast Building a Winning Sales Management Team: The Force Behind the Force, featured two perspectives on first line sales manager effectiveness. ZS Associates, whose intellectual Godfathers Sinha and Zoltners recently published an eponymous book on this topic, have much to say about sales effectiveness generally, and have focused...Read more
Marketers and technologists may be slow to admit this, but great conversations are important to B2B selling. Not in the euphemistic, marketing-speak context of a blog post’s comment thread, or an invitation to “join the conversation” by filling out a web-enabled registration form. We’re talking about honest-to-God conversations, where humans...Read more
Each quarter the Sales Management Association publishes a scholarly research article from The Journal of Personal Selling and Sales Management, the most important academic journal wholly focused in sales. In the future, we plan on featuring these articles – and other academic research work – with content that “translates” research...Read more
Symmetrics Group’s Michael Perla recently joined us on a webcast to review findings from our research Annual Sales Meetings – Best Practices in Preparation and Planning. Conducted in collaboration with Symmetrics Group, the research examines how large organizations plan effective annual sales meetings. It includes input from 51 business-to-business sales...Read more
CallidusCloud‘s Chris Lesar offered several ideas for improving proposal effectiveness on our recent webcast Optimizing Sales Proposals and Quoting. Lesar frames the discussion by suggesting fouressential elements in a CPQ (Configure, Price, and Quotation) process: Product Selection Proposals Negotiations and Approvals 4. Order Fulfillment Each element poses significant challenges, including...Read more
Sales manager effectiveness contributes mightily to overall sales force productivity, yet many firms are unsure how to develop sales manager talent. This Sales Management Association webcast summarizes results from a recently concluded Research Initiative examining how firms make sales manager training and development investments. Presented by Sales Management Association Chairman...Read more
For the sales organization, the annual sales meeting can be invaluable for communicating strategic priorities and setting the tone for yearly expectations. This Sales Management Association Research Update examines findings from a recently concluded Research Initiative on examining how large organizations plan for effective annual sales meetings. It provides insight...Read more
We recently completed fascinating research on corporate training and development programs for sales managers. In a recent webcast (Research Update: Developing Sales Managers), research underwriter Business Efficacy’s Kurt Theriault joined me for a preliminary review of the study findings. The research show that firms spend less, per-person, on sales manager...Read more
Technology is enabling new approaches to streamlining sales proposal and quoting processes for sales organizations. This webcast offers instructive insights for firms working to improve proposal and quoting effectiveness. Key topics include a review of: Technology’s role in enabling productivity The impact of improved management control Important process considerations for...Read more
Sales organizations that replicate their top performers’ strengths establish effective practices throughout their sales organization. This webcast focuses on how to identify teachable traits embodied by your best salespeople, and how to promote those traits throughout your organization using tools and technology. Presented by TinderBox and their client, Advisa, this...Read more
We recently featured Splunk sales effectiveness leaders Bart Fanelli and Kym Wood in “Case Study: Sales Enablement at Splunk.” Splunk (NASDAQ:SPLK) has taken the “big data” space by storm; the firm IPO’d in April. Their webcast is noteworthy on several fronts: it offers great practitioner-focused perspective on effective sales enablement;...Read more
Splunk (SPLK) is a leader in "big data," a fast-growing and quickly-evolving market. Splunk's recent IPO and impressive growth are due in no small part to its sales organization's speed and agility. Splunk supports its sales force with a sophisticated enablement strategy using playbooks designed to replicate their best sales...Read more
Two sales effectiveness leaders discuss how they're addressing key priorities in their organization. Intended as a "practitioner roundtable," our panel also responds to issues submitted by the webcast audience. Topics addressed include mobile enablement, ensuring report quality, soliciting feedback from Sales Operations' internal customers, integrating advanced analytics, and strategies for...Read more
The use of virtual environments as a support platform for demonstrating products and providing after-sales advice is today relatively commonplace. The Web-video interface represents a fundamental shift away from traditional selling atmospherics where the facial appearance of sales personnel replaces many traditional dimensions of service quality. Although salesperson attractiveness has previously been studied...Read more
Mercer’s Shawn Rossi discussed sales strategy development in a recent webcast, Sales Planning and Strategy: Optimizing Resources, Tactics, and Outcomes. Sales strategy, says Rossi, answers three questions: What, How and Where What What is your growth target? Many factors impact this – including budget resources, past achievement, and demand projections. Rossi...Read more
Recent surveys of sales, sales operations, and executive leaders found that optimizing “sales strategy” is expected to have the greatest impact on sales force productivity. (Greater than improving pipeline management, quota setting, sales compensation, or sales training.) Given it’s perceived importance, you’d think most companies would be good at sales...Read more
By applying data analytics, sales organizations can increase effectiveness through greater coverage, better-aligned territories, and more timely interventions with at-risk sales people. But few organizations make the best use of data often readily available to management. This webcast describes how sales organizations can get the most out of performance data,...Read more
Reprinted with permission from The Journal of Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management risk aversion on customer-oriented selling behaviors. The results indicated that perceived...Read more
Using emerging mobile technology and a focus on improving sales meeting effectiveness, Recall launched a pilot program to test the effectiveness of virtual sales coaching. This session features their experiences and presents compelling insights into the future of technology-enabled virtual coaching for sales organizations.   Presenters focus on technology implementation...Read more
For decades, companies have trained and re-trained their sales managers on how to coach their reps. Yet, no organization we’ve met believes that their managers coach well enough or often enough to maximize sales performance. Truth is, the existing coaching models are to blame. These coaching models (and you probably...Read more
The volume, variety, and velocity of sales and marketing data that executives sift through on a daily basis is overwhelming. Pipeline. Deal Size. Win rates. Lead conversion. Social media sentiment. The data points available for consumption are endless.   Join Domo Senior Director of Enterprise Solutions Chris Wintermeyer and Tom Knight, Founder...Read more
Social selling sounds great, but will it drive more revenue? This is one of the most common questions from today’s sales leaders who refuse to buy into investing in social media for their sales teams unless they KNOW that there is tangible ROI. In this Sales Management Association webcast, InsideView's social selling...Read more
Sales managers have an outsized impact on business performance, but garner only a fraction of corporate learning and development efforts. Many company training programs for sales managers simply are not targeted to the sales management job. Instead, they provide generic management training not specific enough to sales team leadership’s unique...Read more
Pipeline management describes a sales organization's approach to qualifying, quantifying, prioritizing, and pursuing opportunities. Manage the pipeline well and good things happen: forecasts are more accurate, resources are deployed more efficiently, and sales force productivity increases. However, many traditional pipeline management strategies actually damage pipeline health, leading to erratic forecasts,...Read more
Well designed territories impact the productivity and efficiency of your sales resources. Effective territory management allows you to quickly respond to changing go-to-market priorities, support the increasing diversity of coverage models and is a critical linchpin of your sales compensation program. This workshop, facilitated by Varicent, an IBM Company and...Read more
Sales organizations confront large-scale change initiatives on a regular basis. First-line sales managers are essential to implementing meaningful, sustainable change, particularly in large organizations. This panel discussion explores how firms are implementing sales force-wide change through a focus on transforming the front line sales manager role. Topics include: Sales management's...Read more
All sales organizations focus on incremental improvement; yet for even the most successful, incremental improvement is not always enough. Large-scale, transformational change initiatives that fundamentally realign sales capabilities may be warranted in response to shifts in buyer preferences, competitive pressures, product evolution, or lagging performance. Sales force transformation is a...Read more
Despite performing at the highest level, professional athletes still depend on coaches for continuous improvement. Similarly, salespeople ? even great salespeople ? can elevate their skills and performance through coaching. Effective sales coaches must critically observe performance, identify development opportunities, and communicate feedback in a meaningful way. But a one-size-fits-all...Read more
Sales organizations are change-intensive environments. Continually challenged to be more productive, sales forces must also adapt to quick-moving customer, competitor, and market changes. Many sales leaders attempt to manage change from a reactive posture: playing catch-up with market demands, or defending their organizations from internal competition for resources. Managing change...Read more
Using emerging mobile technology and a focus on improving sales meeting effectiveness, two firms recently launched pilot programs to test the effectiveness of virtual sales coaching. This session features their experiences and presents compelling insights into the future of technology-enabled virtual coaching for sales organizations. Presenters will focus on technology...Read more
Organizations committed to coaching excellence must invest in developing managers? coaching capabilities.This workshop profiles Schlumberger's efforts to develop and implement a high-impact sales coaching capability within the firm's sales management corps. Topics include program design, implementation challenges, and best practices for developing a meaningful coaching certification for sales leaders. Also...Read more
Sales leaders face extraordinary pressure to balance two competing demands: short-term volume and profit expectations, and the long-term challenge of supporting sustainable growth. Balancing these usually involves some form of smoothing? results ? moderating the highest peaks, and lowest valleys, of unpredictable results. This session details sales leaders' efforts to...Read more
An effective and fully staffed sales management corps is vital to sales organization productivity, but few organizations adequately prepare leaders for the sales manager role. Without a reliable source of field-ready sales managers, organizations must delay staffing in order to find capable managers, or risk promoting unprepared new managers. Mistakes...Read more
Selling has never been more challenging. Simpler days of pushing products to semi-informed buyers have given way to complex, customer-focused solutions that require in-depth knowledge, collaborative teamwork and flawless execution. Simultaneously, faced with pressures to reduce cost, sales leaders must aggressively pursue increased sales force productivity. Rising to meet the...Read more
The rapid adoption of mobile devices has sales and marketing leaders reinventing how they go-to-market. Tablets, in particular, have demonstrated the potential to drive new revenue growth, differentiate the buying experience, and solve some very big sales productivity problems. These early adopters are building customized mobile sales enablement solutions that...Read more
The “SMART” goal setting methodology is well known (“SMART” goals are “Specific, Measurable, Assignable, Realistic and Time-related”). In a recent webcast Iconixx Software’s Bruce Jackson and Carolyn Jenkins described how SMART goal setting should apply to KPI (“Key Performance Indicator”) development. KPIs are often used as a kind of short-hand...Read more
Remember that crummy conference bag you didn’t get at last year’s Sales Force Productivity conference? You’re not getting one at this year’s conference either. Do you need another crummy conference bag? One you schlepp around for three days, full of stuff you aren’t even sure you want? An ugly, logo-slathered...Read more
Step inside the sales organization (most any large sales organization). You’ll see things that overwhelm the senses, confound reason, boggle the mind. Buyers will violate long-established natural laws governing customer behavior. Salespeople will perform activities that serve no purpose, and be paid for outcomes that they do not influence. Investments...Read more
ZS Associates’ Andy Zoltners is fond of posing the following question: If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose It’s a question he asked the general session...Read more
Sales organizations are smart to invest in “onboarding” – systematic programs that assist new salespeople up the learning curve. Yet plenty of companies miss the boat when it comes to onboarding sales leadership. In fact, most firms are caught flat-footed when a sales manager leaves the firm. Without a ready...Read more
Sales organizations can’t develop a coaching culture without essential coaching support programs and investments. In this Sales Management Association webcast, we examine the critical elements required for effective sales coaching programs, review how technology can enable organizational coaching effectiveness, and detail best practices in coaching program development. Topics Defining coaching’s...Read more
Earlier this year, Forrester’s Scott Santucci presented new research that detailed how companies across all industries are rethinking their selling systems. It detailed how sales forces are responding to disruptive changes in business-to-business selling. Empowered, digitally-armed and connected buyers are exerting greater control over buyer/seller conversations, and they’re engaging less...Read more
Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defining their territory assignments yields powerful productivity improvements -...Read more
Buy your salespeople iPads, and they’ll play more Angry Birds. But that shouldn’t stop you from pushing your sales organization to adopt tablets. That’s one finding from our recently concluded Study of Sales Force Tablet Computing Trends. Another is that salespeople are adopting iPads on their own as fast as...Read more
A sales organization’s coverage model aligns its selling resources with customers and market opportunity. Optimizing sales coverage represents an important priority for many firms as they plan for 2013. This Sales Management Association webcast features approaches for improving both sales coverage efficiency (doing more with less) and effectiveness (improving impact...Read more
“Coaching” salespeople yields tangible productivity benefits for sales forces, as research (including our own) has shown. Yet although coaching is considered important by sales organizations, it is under-supported by executive leadership (see the exhibit from our research below). And despite acknowledging coaching’s benefits, very few sales organizations field credible coaching...Read more
Technology is re-shaping the essential work of sales managers. This Sales Management Association webcast shows how management’s coaching effectiveness is dramatically amplified through the use of mobile recording technology, speech-to-text analytics, and innovative coaching delivery methods. Presenter Marc Miller, SpearFysh CEO and author of A Seat at the Table details...Read more
The Sales Management Association’s research on tablet PC usage among business-to-business sales organizations was conducted in the first half of 2012. Target participants were sales and sales operations management within the Sales Management Association's membership and online community. Research objectives included understanding adoption trends among sales organizations, the impact of...Read more
Sales Management Association underwriter Domo gave us 50 copies of this very cool infographic-turned-poster, and we’re giving them away to Sales Management Association’s blog readers. The poster is a beautiful visualization of what you might be able to do with an extra two hours. Just the thing for our sales...Read more
Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield significant insight, but management sometimes lacks deeper knowledge into how specific metrics impact...Read more
A guest post from Miller Heiman's Sam Reese Buzzwords are in vogue. Whether the word is transformation, enablement, re-engineering, what they really mean is change. But to truly change, one cannot just focus on one silver bullet. The fact is any change initiative will have many moving parts and interdependencies....Read more
iPad adoption hasn't yet peaked in sales organizations, The Sales Management Association's recent research shows. Only about one-third of salespeople currently use a tablet, whether it's their own or a company-furnished device. But there is impressive momentum gathering behind company-sponsored tablet initiatives impacting the sales force. Most sales forces are...Read more
Miller Heiman’s annual study of sales organizations measures what separates “World Class” sales organizations from others. In this Sales Management Association webcast, Miller Heiman’s Joe Galvin details 12 best practice initiatives that characterize World Class sales organizations’ operating priorities. Each initiative is examined from sales operations’ perspective, with emphasis on...Read more
This spring’s Sales Management Association chapter meetings in Chicago and Atlanta included panel discussions on “Motivating the Sales Force.” [Our spring meetings were the first featuring a common topic, something we’ll continue as we add new chapters (including Houston and Twin Cities in the fall).]. In support of these sessions,...Read more
According to recent Sales Management Association research, sales organizations are poised for a tidal wave of tablet PC adoption. Though only 40% of salespeople are currently equipped with tablets, 70% of executives in sales organizations using tablets are already realizing ROI, and more than 90% of sales organizations plan to...Read more
Sales organizations competing in increasingly commoditized markets seek ways to elevate the sales conversation, sell higher in the organization, and participate earlier in the buying cycle. In short, they seek entirely new ways of engaging prospects. Similarly, buyers are looking for new ways to interact with partners. More than 230...Read more
Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations. In this Sales Management Association webcast we provide preliminary results from The Sales Management Association's recent research...Read more
Joe Galvin is Miller Heiman’s new Chief Research Officer and EVP. Joe brings to Miller-Heiman a significant following in the sales operations community. Attendees of last year’s Sales Productivity and Performance Management Conference will remember Joe – he moderated several panels and delivered a well-received workshop himself. We’re looking forward...Read more
Implementing new sales organization-wide initiatives, such as a new software platform, is a change management challenge that is easy to underestimate. Key to a successful user adoption campaign is careful planning, proactive training, support tools, and effective communication. In this Sales Management Association webcast OpenSymmetry details how to ease the...Read more
The concept of “sales enablement” appeals to everyone staked to the sales organization’s success. For salespeople and their managers, it promises shorter learning curves and quicker access to essential information; for IT, sales enablement often involves applying truly innovative technology; and for sales leadership, sales enablement promises a more productive,...Read more
New research shows that few companies are focusing on sales territory optimization. Yet intelligent territory design yields substantial productivity improvements - as much as 10% in a single year - to those firms who embrace it. Optimizing account assignments, territory design, and sales resource deployment might be the single highest-return...Read more
Take a moment to answer this question: How healthy is your sales pipeline at this very moment What was the first idea that popped into your head? That’s right… The size of your pipeline. And your next step was probably to compare it to your overall quota. Three times quota?...Read more
iPads are portable, compelling, and cost-effective, and they are having no small impact on the sales organization. More powerful than smart phones, and more mobile than laptops, iPads have an additional benefit uniquely suited to sales: they are consummately social devices. That is, they offer an easily share-able user experience....Read more
Dave Hoffmeister, Executive in Residence at the DePaul Center for Sales Leadership, provides a research briefing on the important characteristics of high performance sales organizations recently identified in the Center's biennial Sales Effectiveness Survey. Conducted over a six-month period among over 3,000 firms in the US, the results of this...Read more
In this paper, the authors discuss the importance of customer relationship management (CRM) systems in complex and simple selling settings and examine how CRM is implemented in both contexts. Specifically, they suggest that CRM strategies can be implemented from the top-down, originating from top management decisions, or from the bottom-up, stemming from the...Read more
Executives and senior managers leading transformation initiatives in sales operations need a way to assess the current state of their organizations. The concept of operations maturity constitutes a useful framework for this. The leaders of consulting firm Sales Economics, Inc. explain the meaning of maturity and capability in practice, the pros and cons of...Read more
The Price Waterfall is a great tool for understanding the effect of pricing and discounting – but it’s only a starting point. It is of limited value if it is not preceded and accompanied by efforts directed at the other influences on the pricing operation. Properly linking the Price Waterfall to them is...Read more
Managing sales territories and administering sales crediting rules are increasingly complex propositions for sales operations departments. Tracking sales by segment, channel, product, and sales job frequently means assigning credit for one sale to multiple sellers – sometimes a dozen or more in firms with large, overlay sales organizations. Along with...Read more
We're addressing this sales management effectiveness topic in upcoming chapter meetings. Learn more about SMA’s Local Chapters by signing up to attend a meeting (or consider helping us start a chapter!). What makes a motivated sales force? What role do sales leaders play in creating, or enabling (or at least...Read more
Sales forces often stumble in providing proposals to customers. Offerings are increasingly complicated, and customers more apt to demand customized solutions; as a result, getting approved, accurate proposals in customers’ hands represents a real challenge to many firms. Many are addressing this challenge by investing in cloud-based CPQ solutions, which...Read more
Companies across all industries are rethinking their selling systems. Under continued pressure to improve productivity without raising selling expense, sales forces must now respond to disruptive changes in how customers buy. Empowered, digitally-armed and connected buyers are exerting greater control over buyer/seller conversations, and they’re engaging less with salespeople. Who...Read more
Transforming a sales force involves substantial investments of time, people and money. How do firms measure the impact of their sales transformation initiatives, and calculate return on the investments required? This Sales Management Association webcast explores ideas for measuring and maximizing sales transformation investment return. Topics include: Understanding prevailing approaches...Read more
In this Sales Management Association webcast, Wendy Reed, EVP Marketing of The TAS Group presents the results of TAS's global Dealmaker Index study, including implications for companies and individuals focused in improving sales performance. Based on an analysis of 92 sales performance factors, mapped against proven successful approaches, the Dealmaker Index...Read more
The most recent update to our annual Sales Operations Issues study includes input from sales operations professionals from 125 firms, with median annual revenue of US$400 million. Highlights include analysis of sales operations departments' accountabilities, roles, and most important issues, respondents' assessment of their current performance in key functional areas,...Read more
We've published a new Research Brief from the smart folks at Sales Economics in the Sales Management Association's Resource Library. The paper poses the question, "Why do companies invest more in engineering how they buy stuff (i.e. their supply chains) than in engineering how they sell stuff?" The article then...Read more
Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations. In this Sales Management Association webcast, we’ll review how sales forces are harnessing social media to find,...Read more
Business-to-business sales has changed from being an isolated function with little cross-functional influence to becoming an integrated part of long-term customer management and from an operational practice to a strategically focused part of business strategy. This suggests a need to change the unit of analysis from the activities and attributes...Read more
Ever tried to benchmark your sales organization’s performance? It’s not an easy or inexpensive proposition. Finding objective, credible data has usually meant commissioning research, or settling for an apples-to-oranges affair with poorly-matched data. Now Sales Management Association underwriter The TAS Group aims to change that with its new “Dealmaker Index,”...Read more
Sales managers can have an outsized impact on the sales organization’s performance. Why then, do so many companies invest so little in sales manager training? Firms that skimp on sales manager training forgo a critical opportunity to impact overall sales force effectiveness. In this Sales Management Association webcast we outline...Read more
As we meet with potential clients to discuss their businesses, we frequently hear one or another variation of the following lament: "we've signed up a bunch of channel partners but they haven't sold a damn thing!" Unfortunately, this "sign them up and they will sell" mindset is the channel sales...Read more
Sales organizations are constantly innovating. In this webcast, we review three recent practices generating attention from leading sales organizations and solutions providers. These include sales playbooks, portals, and sales enablement platforms. Presented by Callidus/iCentera’s Craig Nelson, Vice President of Sales Enablement, this webcast provides specific examples, documents best practices, advises...Read more
Effective quota-setting programs are essential for growth planning, strategy, enabling productivity, and measuring results. Drawing from Better Sales Comp Consultants' recently-concluded research on sales operations’ quota-setting practices, this webcast features insights on what’s working for sales operations practitioners. Presenters include BSCC's Ted Briggs and Clinton Gott, and Fred Sass, Director of Product Marketing at Varicent Software....Read more
Sales transformation is a catch phrase on the lips of sales leadership. The current environment is testing traditional selling models as never before, through shifts in buying behavior, new technologies, demand volatility, and increased competition. In response, many sales leaders acknowledge that only substantial, transformative change will properly re-orient their...Read more
In the 2003 best seller and now major motion picture "Moneyball," we learn how Oakland A's general manager Billy Beane used data-driven management to reshape a laggard major league baseball team into a world-class winner. Instead of focusing on traditional metrics, Beane discovered that winning baseball games was more strongly...Read more
Too often, front-line sales managers are poorly supported and inadequately trained. That's changing as firms acknowledge sales management's pivotal importance in driving sales performance. How are leading firms investing in the sales management position, and what returns do these investments yield? In this session Microsoft's and Baker-Hughes' sales management development...Read more
Sales coaching interactions are effective when they are focused on specific behaviors, structured in a consistent format, and enabled with useful tools. This workshop suggests how to organize coaching interactions, and illustrates one firm's approach to coaching tool creation and use. Using sales processes based on basic selling activities, Schlumberger...Read more
Go-To-Market (GTM) Strategy describes how a firm's goods and services reach its customers. Sound GTM strategy ensures the right value propositions reach the right buyers in the most efficient way. In this workshop, Axtria's Charlie Thompson leads participants through a practical framework that enables GTM strategy development, and assists firms...Read more
Sales Operations is an emerging function within organizations with significant sales forces. Providing a portfolio of support functions essential to sales force productivity, sales ops also influences the sales organization's strategic direction, and frequently drives transformational change initiatives within sales. How do organizations approach the structure, scope, role, and accountability...Read more
Few changes create as much potential disruption to sales organizations as when the sales compensation program is changed. Yet sales compensation must be changed in response to changing sales priorities, market conditions, or changes in deployment. How do leading firms manage sales compensation change during periods of transformative sales organization...Read more
Technology has impacted all management disciplines, but few as profoundly as sales management. A disparate collection of technologies, applications, and platforms are making salespeople more productive, information more easily accessed, and communication more efficient for sales organizations. As a result, sales management's role is evolving in significant ways. In this...Read more
Drawing from their ground-breaking book Cracking the Sales Management Code (published September 2011 by McGraw Hill), Vantage Point Performance's Jason Jordan reveals the secrets to measuring and managing sales results. Based on extensive research, their conclusions provide a breakthrough method for making metrics-based sales management simpler and more effective. In...Read more
Sales coaching is a hot topic, and gaining recognition as a productive area of focus for sales management. Yet for many firms, coaching programs create more smoke than fire. Recent Sales Management Association research on sales coaching practices indicate that for most sales organizations, coaching is poorly implemented, inconsistently practiced,...Read more
A recent conversation with a COO got us thinking. After meeting with a top CRM vendor our client said: “Did you hear the number of times and ways they referenced sales transformation? Since when did segmenting the business, re-designing the sales process, and enabling it with better tools become a...Read more