Search

Webcast

Linking Sales Training to Business Results: The Three C’s of Success

9 January 2015

For years, the Holy Grail of training has been the ability to go beyond information delivery and simple skills assessment to identify a direct, positive impact on business results. Sales managers in particular are frequent victims, frustrated by their inability to associate training investments to sales performance and new revenue...Read more

Blog Post

Measuring Doesn’t Always Equal Managing

22 December 2014

As a sales manager, you are responsible for a lot of metricsâ€”really important metrics, in fact, including revenue growth, customer retention, product mix, and dozens of other performance metrics. But these metrics are more than numbers to you and your sales force because they define your forceâ€™s performance. Whether you...Read more

Webcast

Process vs. Technology – The Battle for Sales Productivity in 2015

18 December 2014

Less than a third of companies didn't see ROI from their sales technology investments in 2014, according to a research study conducted with the Sales Management Association. Meanwhile, 54 percent of high-performing sales teams have a clear, well-defined process. These two statistics illustrate what could be the most important question...Read more

Webcast

Improving Your Sales Team’s Closing Skills and Win Rates

15 December 2014

Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and help sellers add to buyers’ decision-making...Read more

Webcast

Research Update on Sales Onboarding Practices

11 December 2014

Onboarding programs attempt to accelerate new salesperson productivity and new hire success rates. Our recent research examines sales onboarding programs in business-to-business firms. Join us for this webcast, in which we’ll provide preliminary findings from the research, addressing issues such as: Onboarding program best practices Supporting tools and platforms used...Read more

Blog Post

Process vs. Technology: Which Comes First in the Battle for Sales Productivity?

9 December 2014

Running a sales team takes a great amount of balance between process and technology, especially now that technology is such an integral part of a sales team's tool set. The catch is that less than a third of sales organizations have seen an adequate ROI from their investments in sales...Read more

Webcast

Sales Force Enablement Best Practices and Emerging Trends (Webcast)

3 December 2014

... You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.Upgrade your membership

Blog Post

Building Sales Manager Bench Strength

20 November 2014

Strong Sales Managers are important to the success of a selling organization. There are many tactics used to build and test the strength of Sales Managers within organizations. However, are there skills and competencies that can’t be taught or learned? According to our?Developing Sales Manager research initiative, there are 4...Read more

« Previous 1 2 … 130 131 132 133 134 … 191 192 Next »

Become a member

Underwriters Learn more