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Webcast

PNC Bank Case Study: How a Single Dashboard Transformed Sales Management

14 December 2016

PNC Bank's Lending Business Intelligence team radically reconfigured the management reports it provided sales leadership, streamlining insights into a single, powerful dashboard. In this webcast, they'll review three techniques critical to their efforts, and will demonstrate the Tableau reporting tools used to transform their reporting environment.

Webcast

Improving Sales Growth With Cross-Selling and Up-Selling

14 December 2016

Improving cross-selling and up-selling existing customers can dramatically impact overall sales growth, and represents highly actionable and profitable opportunity for most sales forces. This webcast explores how aligning sales efforts with customer success can improve cross-selling and up-selling success while also keeping your customers happy.

Webcast

Harnessing Sales Data to Drive Revenue

9 December 2016

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

Webcast

Sales Performance Management Series Webcast 3: Creating a Comprehensive Approach to Sales Forecasting

7 December 2016

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

Webcast

Enabling Advanced Pricing Analytics at United Rentals

6 December 2016

United Rentals has 5000+ contractual agreements with its largest and most valuable customers. These agreements are primarily maintained by the sales team of 2000+ sales professionals who utilize Salesforce.com as the primary CRM platform. In addition to Salesforce.com the sales team is also heavily dependent on internal data that is...Read more

Webcast

Beyond the Numbers: Why You Shouldn’t Ignore Salesperson Capability in Assigning Territories and Quotas

2 December 2016

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

Webcast

Transforming Your Mid-Tier Sales Team into Top Performers

18 November 2016

According to recent studies, ROI in training quadruples from 22% to 88% when reinforced with in-field coaching. Yet, 50% of reps are stuck in the middle, never graduating to top level performers. Erik Charles, vice president of product marketing at Xactly, talks through how to motivate and create a top...Read more

Research

Research Brief: Sales Force Attitudes on Forecasting

17 November 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting. It's easy to see why. In many leaders' opinions, forecasting is undertaken with uncertain objectives, requires lots of effort, is fraught with...Read more

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PNC Bank Case Study: How a Single Dashboard Transformed Sales Management

Improving Sales Growth With Cross-Selling and Up-Selling

Harnessing Sales Data to Drive Revenue

Sales Performance Management Series Webcast 3: Creating a Comprehensive Approach to Sales Forecasting

Enabling Advanced Pricing Analytics at United Rentals

Beyond the Numbers: Why You Shouldn’t Ignore Salesperson Capability in Assigning Territories and Quotas

Transforming Your Mid-Tier Sales Team into Top Performers

Research Brief: Sales Force Attitudes on Forecasting

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