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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

Webcast

Research Update: Refocusing Sales Operations

11 November 2016

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

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