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Webcast

Enabling the Complex Sale: JDA Software Case Study

31 August 2015

Complex sales take longer, involve more sophisticated solutions, and demand more highly-tuned support resources than typical sales. This complexity can easily overwhelm sales enablement initiatives intended to improve sales rep effectiveness. This webcast describes JDA Software's highly successful approach to taming sales process clutter at JDA Software, the leading supplier...Read more

Webcast

Selling to Customers Who Keep You at Arm’s Length: Relationship Strategies that Work

28 August 2015

Building customer relationships is increasingly difficult for salespeople. Face time with buyers is dwindling, while the rise of electronic auctions, RFPs, managed procurement, and third-party buying influences make it tougher than ever to demonstrate value and differentiate offerings. In this panel discussion, we examine strategies for building valuable customer relationships,...Read more

Blog Post

Critical Checkpoints On the Path to Quota

17 August 2015

Your sales team has an end goal in sight quotabut do they know how to get there? It is a long way from prospecting a new account to making a final sale. There are lots of twists, turns and decisions sellers have to make along the way to closing a...Read more

Webcast

Research-Based Sales Forecasting Practices Proven to Improve Accuracy

7 August 2015

Every company forecasts revenue, but few are happy with the results. Despite highly-focused effort and attention, most sales forecasts are frustratingly inaccurate. So how can this critical activity be improved to yield better outcomes? Join best-selling author Jason Jordan as he shares findings from a joint research project with the...Read more

Webcast

Closing Forecasting Gaps

30 July 2015

With the recent quarter close, sales leaders are preparing reports on last quarter's wins, forecasting next quarter's outcomes, and identifying gaps to solve for this quarter. This webcast addresses common forecasting challenges, focusing on how leaders can fine tune forecasting strategy, and better align metrics and selling activities to improve...Read more

Webcast

Sales Forecasting: Ten Practical Ideas for Improving Usefulness and Accuracy

21 July 2015

Sales forecasting yields insufficient insight to many sales leaders, yet few firms know where to start in building better forecasting practices. In this Sales Management Association web panel, three experts present a series of practical ideas for improving forecast accuracy and enhancing the insights it offers sales leadership.

Research

Research Brief: Benchmarking Sales Manager Activity

16 July 2015

Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, are organizations optimizing sales management’s time allocation decisions? The Sales Management Association undertook a research effort to answer that question in our recently-concluded sales manager activity...Read more

Blog Post

After the Sale: How the Customer Experience Still Matters

13 July 2015

Top-performing sales professionals understand that securing a sale isnâ€™t the end goal. These professionals have a longer view of the customer experience and know that a sale is but a step in a much longer journey. For newer sales reps, or those in high-churn industries, it is easy to think...Read more