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Realigning CRM Investments for Sales Productivity

8 October 2013

CRM used solely for data capture is an expensive and unproductive investment. This workshop and case study focuses on extending CRM's capabilities to create value in ways that drive value for all sales organization stakeholders, while driving overall sales productivity. Essential to unlocking CRM's ROI is aligning CRM with sales...Read more

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Realizing Higher Returns from Sales Coaching

8 October 2013

Despite a surging interest in sales coaching, few sales coaching programs yield hoped-for results. Common reasons for failure are overly complex frameworks, low adoption rates, anemic reinforcement, lack of accountability, or all of the above. But it is possible to overcome all of these issues and deploy a successful, high-impact...Read more

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Sales Territories: Aligning, Analyzing and Optimizing

8 October 2013

Territory and location data is an underutilized asset for sales operations departments. This session focuses on how firms can leverage territory data to make decisions that impact sales productivity.

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2013 Sales Force Productivity Conference

8 October 2013

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Forces of Disruption: Drivers of Radical Change in B2B Sales

8 October 2013

With astonishing speed, firms are responding to disruptive forces affecting every business-to-business sales force. Their impact has changed how sales forces are sized, deployed, and managed; the kind of work they do; and, in some cases reflect a fundamentally new answer to the question "What makes a salesperson valuable to...Read more

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Analytics Strategy for Channel Intensive Sales Organizations

8 October 2013

Channel organizations represent unique challenges for sales performance analytics. These challenges include gaining access to data; cleaning, standardizing, and staging information from disparate sources; and coordinating an analytics strategy across multiple organizations. In this panel discussion three sales effectiveness leaders address the special challenges of channel performance management, and their...Read more

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Developing Managers: New Priorities for the Sales Force

8 October 2013

Just as quickly as sales organizations are evolving, so too are the leadership roles guiding them. Sales leaders now need skills different than those of their predecessors, skills essential for interpreting new data, leveraging technology, and aligning their organizations with shifting customer and market requirements. And as before, they're also...Read more

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Predicting the Outcomes: Optimizing for Success with Analytics

8 October 2013

Salesforce productivity is a top priority for leaders. But how do you ensure your team is performing at their best and positioned for success? What data should you really be looking at to coach to higher productivity? Jim Benton, chief operating officer and co-founder of ClearSlide shares findings from a...Read more

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Realigning CRM Investments for Sales Productivity

Realizing Higher Returns from Sales Coaching

Sales Territories: Aligning, Analyzing and Optimizing

2013 Sales Force Productivity Conference

Forces of Disruption: Drivers of Radical Change in B2B Sales

Analytics Strategy for Channel Intensive Sales Organizations

Developing Managers: New Priorities for the Sales Force

Predicting the Outcomes: Optimizing for Success with Analytics

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