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Webcast

Driving Sales Profitability through Incentive Compensation

25 September 2014

Sales organizations must do more than simply grow the top line – they must grow revenue profitably. And most firms empower salespeople with enough decision-making authority to impact profitability. Decisions that involve pricing, product mix, solution development, and customer expense management can all profoundly affect profits as well as sales....Read more

Blog Post

Defining Sales Enablement

24 September 2014

There are lots of terms that get tossed around by sales forces, such as “sales process” and “sales coaching,” and many of these have very vague meanings. Another term that we frequently hear used in various ways is “sales enablement.” Sometimes this is a code word for a sales operations...Read more

Conference Archives

Sales Leadership’s Planning Priorities

23 September 2014

A sales force’s sales attainment curve – the distribution of performance across low, mid, and high-performing salespeople – offers unique insights to management. Leaders that listen to their sales organization’s attainment curve can discover opportunities for increased revenue and reduced costs. Discover where top performers may be minimizing revenue opportunity,...Read more

Conference Archives

CSO vs. CFO Conflict: Winning the Battle for Growth Investment

17 September 2014

Chief Sales Officers routinely butt heads with corporate CFOs. For the most part, this is a natural consequence of their assigned roles in the corporate ecosystem. Understanding these roles can go along way toward effectively resolving CSO vs. CFO conflict. CSOs are tasked with growth, and with expanding the firm’s...Read more

Conference Archives

The Opening Playbook

17 September 2014

Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself -- a...Read more

Conference Archives

Use Sales Metrics to Be a Better Coach

17 September 2014

Have sales reports? Like to coach? Then you are in business! In this one-hour working session, you will learn a research-based framework that enables more powerful sales coaching through the use of sales metrics. You will also learn to apply this practical framework to common sales management issues, and clear...Read more

Conference Archives

Aligning Sales Territories: New Approaches for Optimizing Productivity

17 September 2014

This workshop offers perspective on developing an end-to-end territory management process; from territory optimization through ongoing maintenance and sales crediting. Few management decisions have a greater impact on sales productivity than territory assignments. Well-designed territories allow quick response to dynamic market conditions and changing customer coverage requirements. This workshop offers...Read more

Conference Archives

Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)

17 September 2014

As the job of selling becomes ever more complex, companies are struggling to assure their salespeople keep pace with the changing landscape. Traditional sales training simply isn't meeting the need, but companies may find the right peak performance recipe by looking to other disciplines. From music to sports to mathematics...Read more

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Driving Sales Profitability through Incentive Compensation

Defining Sales Enablement

Sales Leadership’s Planning Priorities

CSO vs. CFO Conflict: Winning the Battle for Growth Investment

The Opening Playbook

Use Sales Metrics to Be a Better Coach

Aligning Sales Territories: New Approaches for Optimizing Productivity

Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)

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