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Webcast

Transform Sales by Leveraging Sales Operations as a Service

8 May 2017

Are your incentive compensation plans driving the right behaviors? Do you have the information you need to effectively plan your territories and quotas? Do you lack essential skills in your sales operations function? Sales Operations as a service is an approach that can address a growing sales operations function's challenges....Read more

Webcast

Sales Enablement: Making the Pain Worth the Gain

27 April 2017

According to the latest Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the percentage of organizations that have a Sales Enablement function has grown by 69 percent since 2013, while only 1/3 of organizations have met or exceeded their Sales Enablement outcomes in the...Read more

Research Brief

Research Brief: Enabling Indirect Sales Channels

24 April 2017

This research investigates tactics used by firms in support of indirect sales channels ? the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.

Research Brief

Research Brief: Sales Analytics Capabilities

21 April 2017

This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always an understanding of how best to investigate them...Read more

Webcast

Research Update: Sales Analytics Capabilities

20 April 2017

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

Webcast

Driving Sales Enablement Adoption and Engagement

17 April 2017

This webcast focuses on deploying sales enablement technology. Addressing best practices in content mapping, training, and platform adoption it will equip sales enablement leaders with practical frameworks and actionable ideas for driving platform success.

Webcast

Forecast Accuracy: Five Best Practices in Sales Analytics and Planning

10 April 2017

Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations? most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by recent research from Ventana Research.

Research Brief

Research Brief: Salesperson Learning Preferences

10 April 2017

This research investigates the range of training and development practices utilized by sales organizations. These practices are rapidly evolving in response to emerging technology and the quickening pace of change in sales job content and learning objectives. This study illuminates which approaches yield the best results for sales forces, and...Read more