Social media is changing how buyers buy, how sellers sell, and how buyers and sellers interact. This webcast explores how sales forces are harnessing social media to gain better customer insights, secure access to difficult-to-reach buyers, and foster collaborative relationships with partners. Presented by Gerry Moran, head of social media at...Read more
Blog Post
Breaking the Sales Coaching Dilemma: Four keys to jumpstart your coaching efforts and overcome sales leaders’ greatest blindspot
5 November 2013
A recent study of more than 800 front line sales reps and sales leaders highlights a disturbing trend in sales management. While organizations are making ever greater investment in technologies and operational processes to improve performance, sales reps are citing Training and Development as being one of their greatest challenges...Read more
Webcast
Improving Sales Productivity: an End-to-End Approach 
3 November 2013
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Sales leaders are challenged to drive profitable sales growth in the face of a continually changing buying environment. In doing so they must align their firms' selling activities with the way customers buy; they must insure the sales force communicates value; and must make sure deals and opportunities are addressed...Read more
Sales compensation is a powerful tool for motivating and managing the sales force. But it is definitively a double-edged sword as companies that get it right enjoy significant benefit, while those who get it wrong feel material downside. Companies that manage sales compensation well also actively manage various compensation program...Read more
Webcast
Research Update: Sales Performance Management Practices
16 October 2013
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OpenSymmetry recently concluded a global study on sales performance management. The study focuses on processes, tools and reporting approaches used to enable sales organizations. In this webcast, OpenSymmetry will share results from the study, and suggest implications for sales and sales operations leadership. Topics Establishing which performance management approaches are...Read more
Conference Archives
Making Data Come to Life: Putting Sales Technology to Work for You
9 October 2013
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More data is not the problem, it's what to do with the data we already have. With so much data available to support sales management decisions, why isn't it getting easier to make data-based decisions? This session addresses how to extract meaning from your organization's volumes of customer management data...Read more
Conference Archives
Workforce Planning for the Sales Organization
9 October 2013
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Too often companies approach strategic changes -- like implementing solution selling, or cutting sales costs -- with tactical approaches, such as changing commission rates or quotas. In contrast, top-performing companies continually adjust their organization and its talent through strategically-driven workforce planning. When applied to the sales force, workforce planning incorporates...Read more
Conference Archives
Selling Innovation: How Research is Re-Shaping New Product Selling
9 October 2013
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