Blog Post
Should you take the risk and promote your top-performing salesperson to manager? The stakes are high. You’re not only going to lose a great player on the field, you’re also making a bet that their outstanding current performance will translate into this new role. The debate over whether the...Read more
Webcast
How to Map Sales Enablement with the Buyer’s Journey 
25 August 2016
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High-performing sales leaders know that the buyers now drive the sales process, and sales teams trained to navigate the buyer journey can close more deals and build stronger relationships. During this live webcast, Octiv chief marketing officer Brad Gillespie and GameTime VP of Marketing & Product Development, Fred Wiechmann, discussed...Read more
Webcast
Sales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach
11 August 2016
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Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure will, but fewer tools offer insight into skill. Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. In this webcast, we...Read more
Webcast
Sales Development: An Emerging Selling Role Driving Sales Productivity
3 August 2016
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High-growth technology firms are abuzz with sales development? ? a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel, before handing them off to others in the sales force. SDRs are widely...Read more
In crew, coxswains don’t row the boat, but they use their intelligence to help the boat run more efficiently. They steer the boat straight, keep everyone on rhythm, and correct any technical errors. Much like the coxswain, a sales operations manager might not sell themselves. Rather, they enable the sales...Read more
Sales forces spend countless hours installing new sales processes and training salespeople to execute them. But despite these investments, most fail to reach adoption levels sufficient to make the new sales methodology stick. The reality is that successful sales transformation requires both short-term and long-term steps that engage and align...Read more
Webcast
Sales Messaging: Managing Quality, Consistency, and Effectiveness
12 July 2016
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Sales organizations with predictable, profitable revenue growth are defined by consistency in process, messaging, and execution. This webcast focused on how high performing firms establish consistent practices in these three areas. Using case study examples and best practice management approaches, presenters detailed how to develop effective sales messages, link them...Read more
Within the world of employee compensation and total rewards, I can’t think of a more ‘target-rich’ environment than the area of sales compensation. The fact that general salary growth has been relatively flat for all employees over the past several years, just places more of a spotlight on the importance...Read more
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