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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

Conference Archives

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

Conference Archives

Keynote: Winning With Sales Analytics

8 October 2013

When it comes to leveraging big data, technology and analytics to enhance sales force decision making, companies are climbing the learning curve at different speeds. Many undervalue and therefore underinvest in developing sales analytics capability. However, other companies have recognized immense opportunity and are building expertise that enables them to...Read more

Webcast

Managing Quotas: Separating Superstition from Fact

26 September 2013

In this webcast we’ll address five common management practices that govern sales performance management. We’ll debate the factual basis for each approach, and attempt to dispel unfounded, but commonly held assumptions that undermine effective management. Our presenters will examine five commonly held assertions: Quotas should be over allocated All reps...Read more

Webcast

Using What-if Analysis to Manage the Risk of Comp Plan Changes

20 September 2013

“If we change the comp plan, will it have the desired results?” This is a question that can paralyze decision making. Though change impact can't be predicted with 100% certainty, “what-if” analysis can provide clarity and insight before changes are implemented, allowing you to move forward with reduced likelihood of...Read more

Research

Ideal versus Actual Number of Sales Calls: An Application of Disconfirmation Theory

16 September 2013

The current study focuses on the relationship that buyers have with their salespeople. Specifically, the study uses disconfirmation theory to evaluate whether a salesperson that meets or exceeds the buyer’s ideal number of sales calls has higher levels of commitment, trust, and satisfaction from the buyer than a salesperson that...Read more

Webcast

Territory and Quota Planning Checklist: Preparing for 2014

13 September 2013

It’s planning season for sales operations departments, the time of year when territory assignments, quotas, and compensation plan changes are considered for the coming year. Effective quota and territory planning starts with the right mix of standardized practices and field participation, combines efficient work flows and communications, and includes...Read more

Webcast

Making Sales Forecasts a Reality

5 September 2013

Achieving the sales forecast requires fact-based decision-making and resource allocation. Successful sales organizations that routinely achieve their sales goals, address the following preliminary questions in developing their execution plan: How many resources do we have and what can each produce Who are our target customers/prospects and what will they buy...Read more

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