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Webcast

Research Update: Measuring Sales Managers’ Effectiveness

20 April 2015

Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics? Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs). Specifically, we examine: What tools and processes are used to define,...Read more

Webcast

Beyond the Commission: Staying Ahead of the Sales Performance Management Maturity Curve

17 April 2015

In many companies today, the sales department is managed independently of the Human Resources function. Sellers are naturally different in that they hold more of the fate of the company's fortune in their hands than any other line of business. Join Peter Ostrow, VP and Group Director at the Aberdeen...Read more

Research

Research Brief: Sales Forecasting Effectiveness

8 April 2015

This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that contribute to effective sales forecasting; and determine how salespeople and managers interact...Read more

Webcast

Incentive Compensation Design: Factoring Forecast Accuracy Into Your Plans

2 April 2015

How much will your organization sell this year? Who will sell it? When? And at what margin? Being able to answer these questions not only helps you set investor expectations, it enables you to implement accurate sales quotas, design effective compensation incentives, and drive performance. Join Donya Rose, director at...Read more

Webcast

How to Drive Predictable Inside Sales Results

30 March 2015

This webcast features business leaders from TinderBox and Angie's List describing how their firms drive predictable sales results. Areas of focus include creating a repeatable process, developing effective messaging and value delivery, and ensuring consistent messaging.

Webcast

Why Leave Revenue Growth to Chance?

26 March 2015

Industry research illustrates emphatically that effective selling is being disrupted by more forces than ever before. Against this backdrop of increasing change, there are literally hundreds of ideas and solutions that potentially could improve the capabilities of your sales organization. And so, in today's world of hyper-change, what does the...Read more

Webcast

Make the Numbers Talk: Using Advanced Analytics to Uncover the Hidden Story in Your Sales Data

23 March 2015

Wall Street has punished your stock for missing your revenue estimates. Your CEO realized that your revenue actuals and forecasts were out of sync. FP&A had no time to course correct because your revenue models were a tangle of spreadsheets and disconnected apps. You lost time dumping sales data to...Read more

Webcast

Leveraging Analytics to Impact Sales Execution

20 March 2015

Immediate access to actionable customer insights help salespeople identify the best customers and geographies to target, tailor each customer interaction, and drive business to meet their goals. Without this readily-available insight, salespeople waste time pouring through data from multiple sources and trying to interpret what it means. Join Kelly Tousi,...Read more

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