Blog Post
What makes a great sales dashboard? It’s more than just clever visual design or the latest technology. In fact, sales reporting standards are evolving quickly with innovations in data accessibility, technology, and analytics. We’re hoping to capture a few new insights into business-to-business sales organizations’ reporting practices through our latest...Read more
Many firms consider sales coaching important, but remain unsatisfied with their coaching model. In fact, basic approaches to sales coaching have often been in place for decades, despite their lackluster impact. Management training reinforces poor-performing coaching approaches, guaranteeing the same poor outcomes. Breaking this cycle of failure must start with...Read more
Webcast
Lead to Money: Aligning Finance with Sales and Marketing Processes 
14 February 2014
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We all agree that sales and marketing alignment is critical. Companies that have the two teams working together reap the rewards. But the "lead-to-money" process isn't fully optimized without integrating Finance’s involvement. This webcast outlines how an optimized lead-to-money processes combines the coordinated involvement of the Sales, Sales Operations, Marketing,...Read more
Effective sales plans require a wide-ranging set of inputs: performance targets, segmentation strategy, territory and quota assignments, expense projections, incentive compensation approaches, and more. Bulletproof plans distinguish sales organizations that execute flawlessly from those with poor direction and underwhelming results. What makes a great sales plan? This webcast examines...Read more
Several weeks ago we held our first Google Hangout – a discussion on Sales Leadership’s Social Strategy. The discussion featured Richardson’s CEO David DiStefano and Gerry Moran, SAP’s Head of Social Media, North America. We’d hoped also to include a speaker from InsideView, who couldn’t join because of technical issues...Read more
Webcast
Sales Performance Management Strategy for 2014
7 February 2014
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Does your organization have a clearly articulated strategy around Sales Performance Management? If not, you probably should -- research shows that companies that invest in sales performance management have a higher percentage of reps that make quota, lower sales turnover, shorter sales cycles, and faster revenue growth. This webinar is...Read more
Sales organizations are embracing social selling, taking advantage of social media’s new approaches for reaching buyers. Along the way, sales leadership faces a new set of management challenges. This session – our first hosted on the Google Hangouts platform – explores emerging issues impacting the social sales manager. Panelists: David...Read more
Who deserves credit for closing a deal? In many organizations, the answer is complicated. Sales that involve more than one seller, long decision horizons, or multiple customer touch points often require a complex crediting scheme. Sales organizations that credit sales effectively do these things well: they anchor their crediting model...Read more
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