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
Webcast
Sales Performance Management Series Webcast 2: Transitioning From Spreadsheet-Based Territory Management and Sales Capacity Plan 
10 November 2016
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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
Webcast
Sales Performance Management Series Webinar 1: Account Segmentation and Scoring
8 November 2016
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We kickoff a five-part series on sales performance management fundamentals with a webcast on account segmentation and lead scoring by Rowan Tonkin from Anaplan and Tony Yeung from ZS Associates. This topic focuses on aligning sales coverage with marketing strategy, and touches on account reassignments, an often problematic issue that...Read more
Blog Post
Thanks for Making Sales Force Productivity Conference 2016 a Huge Success!
7 November 2016
SFPC 2016 is in the books and we re already looking forward to SFPC 2017. But before we get too far ahead of ourselves, we wanted to take a moment to highlight some of the great moments that came out of this year’s conference. We had 300 registered delegates with...Read more
Conference Archives
Keynote: Built to Scale: Creating a Consistent Value Message Across Red Hat’s Global Sales Team
26 October 2016
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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
Conference Archives
Keynote Panel: Big Data = Big Changes?
26 October 2016
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We hear a lot about big data a buzz phrase popular among many organizations and sales leaders. Because of the hype, leadership often discounts big data's near-term impact. However, ignoring big data now may cause organizations to miss big opportunities in the long-term. Join ZS's Arun Shastri for a comprehensive...Read more
Conference Archives
Workshop: Five Steps to Optimizing Inside Sales
26 October 2016
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Drawing on best practices and emerging trends, this workshop focuses on how to optimize inside sales for your particular organization. Topics include: Aligning to your company's go-to-market strategy What type(s) of inside sales teams are required Processes and definitions that should be established early Key metrics, tools and templates to...Read more
Conference Archives
Workshop: Thawing the Sales Force’s Frozen Middle
26 October 2016
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The value of top-performing salespeople is easy to understand. But managers may too often underestimate the value of middle performers -- those solid citizens whose numbers are less stellar, but who may have an unrealized reservoir of potential. Unlocking this potential can be the secret to predictable, long-term growth, and...Read more
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