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Webcast

Improving Sales Pipeline Efficiency While Avoiding Salesperson Burnout

18 May 2023

Recent SMA research details the impressive productivity advantages enjoyed by sales forces with effective organization cultures. But many managers overlook the importance of aligning sales processes and culture. Poorly designed and supported processes can unwittingly undermine salesperson motivation and engagement, and contribute to salesperson burnout, disaffection, and churn. This web...Read more

Webcast

Research First Look: Sales Performance Management (SPM) Solution Providers Survey, 2023

2 May 2023

Join us for a first look at research on Sales Performance Management (SPM) technology solution providers. The research gathers feedback from current clients of SPM vendors; and identifies key issues related to these solutions providers' offerings, capabilities, and effectiveness, based on input from practitioner users.

SalesScreen

11 April 2023

Webcast

Translating Sales Objectives into Territory-Level Priorities

6 April 2023

Each year, salespeople receive performance objectives that quantity "how much" they're expected to sell. What's often missing is guidance on "how" they'll make their number. Choosing how, where, and with whom to focus selling effort are decisions that define a salesperson's or sales team's success, but rarely are well supported with data, decision tools,...Read more

LUIZTEST

30 March 2023

Webcast

Updating Sales Manager Skills in the Age of Analytics

7 March 2023

Analytics inform a growing number of management decisions, but not all managers are well equipped to lead in the age of analytics. It's a competency gap acutely felt in the sales organization, a firm function typically slower than others in adopting analytics-based management. However, this is changing quickly in high-performing...Read more

Webcast

Leveraging Metrics in Salesperson Activity, Capacity, and Workload

23 February 2023

Another in our instructional series on sales operations topics, this session focuses on strategies for measuring and managing sales force activity, capacity, and workload. It surveys the various ways managers gain insight into what salespeople do, and offers managerial decision frameworks that ensure salesperson effort is put to the best...Read more

Webcast

Estimating Potential In Business-to-Business Markets

25 January 2023

Estimating potential at the market, segment, territory, or customer level is critically important for sales organizations. By correctly sizing potential, sales forces are better able to deploy resources, set achievable goals, and measure performance. This webcast addresses aspects of market potential estimation that are most important for sales leaders and...Read more