Join us with a panel of experts as we explore 2016 sales predictions: what will happen, who will be affected, and why potential changes may be important.
Blog Post
The term “sales operations” describes a set of activities that support sales force efficiency and effectiveness. The Sales Management Association’s recently completed research into sales operations’ practices, challenges, priorities, and emerging trends reveals new insight into this emerging corporate function. This research found that sales operations departments are most...Read more
How happy are you with the accuracy of your company’s sales forecasts? If you are like most sales leaders, you may feel that there is a little room for improvement. Or, if we are being completely honest, maybe a lot of room for improvement. In a survey of 52 companies,...Read more
Our research shows that companies spent A LOT of time managing their sales pipelines -- several hours per sales rep, per month, in fact. Yet a minority of those same companies believe they are effective at the task. Inconsistent practices, poor quality deals, low close rates, little coaching -- Sound...Read more
Research
Although sales coaching’s importance and impact is widely acknowledged, coaching initiatives remain poorly supported in most sales organizations. Time and resource intensive, management’s coaching focus is too easily diminished by competing priorities, inconsistent practice, and ineffective delivery. Organizations’ efforts to support coaching are therefore essential to maintaining managers’ coaching focus,...Read more
This study continues the Sales Management Association’s inquiry into sales operations’ practices, challenges, priorities, and emerging trends. This study is conducted to provide data and practice benchmarks for members of the association, many of whom are sales operations practitioners. The term “sales operations” is used to describe a...Read more
Webcast
How Concur Created a Data-Driven Sales Culture 
12 November 2015
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How do you satisfy a data-hungry fast-paced sales force, while maintaining accuracy and confidence? How do you efficiently provide sales leadership with high-level insights while also accommodating requests for customized inquiries, and quick drill-down capabilities? How can you best utilize the power of self-service reporting to provide actionable and accurate...Read more
Webcast
Content Automation Trends: Is Your Sales Content Keeping Pace?
9 November 2015
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As buyers demand more and better insights from supplier partners, the importance of content-based sales and marketing approaches has intensified. This webcast reveals emerging practices in sales organizations' use of content, and trends defining how effective organizations realize return on content investments. Based on Qvidian's first edition of the Content...Read more
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