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Webcast

Solving Sales Operations Biggest Challenges in 2016

24 March 2016

Sales operations leaders play a crucial role in translating firm objectives into actionable sales force plans and programs and ultimately achieving sales growth. In fact, recent research from the SMA shows that sales operations' responsibilities are expanding, and that sales operations departments face increasing pressure to deliver both strategic and...Read more

Webcast

Improving the Sales Organization’s Change Readiness

15 March 2016

As markets and buyer preferences change, so too must the sales organizations that serve them. Sales forces slow to adapt compete at a disadvantage to faster-moving competitors. This webcast examines capabilities essential for sales forces in dynamic markets, including: Optimizing coverage Aligning account assignments Managing sales capacity (i.e. recruitment, hiring,...Read more

Webcast

Coaching Hacks for High Velocity Sales Organizations

14 March 2016

Salespeople often say they'd like more coaching from leadership. But faced with so many other priorities, sales management often puts coaching on the back burner -- with costly ramifications. Inadequate coaching diminishes firm performance, salesperson job satisfaction, and sales force productivity, while contributing to salesperson turnover. In this web based...Read more

Webcast

Managing the Sales Organization through Mergers and Acquisitions

10 March 2016

M&A activity is running at all-time highs, surpassing 4.5 trillion dollars in 2015. Cheap financing and the need to grow quickly helped drive this trend. Yet more than half of these transactions fail to deliver on promised returns. Optimizing the combined sales organizations resulting from corporate combinations remains a top...Read more

Webcast

Research Update: Assessment of Sales Opportunities

1 March 2016

Join us for our latest research insights on Assessment of Sales Opportunities. This initiative investigates how accurate sales predictions are and what can be done to improve them. To best allocate resources and effort, sales management assesses opportunities in the pipeline. Bias can cause the sales force to overestimate or...Read more

Webcast

The Future of Sales Compensation: Peering into the Crystal Ball

26 February 2016

Do you know where the future of sales comp is going? Attend this webinar to find out. Join Steve Marley and Chad Albrecht, principals at ZS Associates and authors of the upcoming book The Future of Sales Compensation. The authors share their vision for the direction of the sales compensation...Read more

Webcast

Research Update: Sales Manager Training

25 February 2016

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

Webcast

Expert Panel: Enabling Better Sales Coaching

12 February 2016

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

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