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Revenue Analytics in Retention, Growth, and Churn

14 December 2023

This course presents a framework for analyzing the sales organization’s growth capability, using insight into historical revenue retention and churn, and analysis of two different sources of growth – new customer acquisition, and customer expansion. These analytics – using a specific approach called “MAP” for Maintenance, Acquisition, and Penetration –...Read more

Salesperson Hiring and Selection

13 December 2023

This module is the first of four modules on recruiting, selecting, and hiring salespeople.It presents selection frameworks and hiring best practices for firms interested in improving their effectiveness in these areas. Learners who complete the first module are asked to indicate their interest in subsequent modules. Free to enroll...Read more

Webcast

Course Correcting Sales Coaching Programs

12 December 2023

Sales coaching programs may initially fail to deliver the results management expects. Most programs require careful assessment after implementation, and adjustments, both small and large, to begin generating significant impact. In this session, we review the most common course corrections used to help sales coaching programs get back on track....Read more

Normalizing Salesperson Performance

4 December 2023

This module addresses assessing salesperson performance when territories have unequal potential and workload. By normalizing performance, management can better evaluate salesperson value based on factors other than aggregate sales. The module also considers how to balance territories based on potential, workload, or other factors. It presents basic approaches for balancing...Read more

Call Scheduling and Route Planning

1 December 2023

This module focuses on sales call scheduling and routing for organizations with field salespeople. It addresses how to collect and stage the data you’ll need to do route planning, and to optimize scheduling and routing for your salespeople. It provides a routing optimization framework that ensures effective route planning and...Read more

Webcast

Improving Forecast Accuracy with AI

29 November 2023

Sales forecasting is troublesome for most sales organizations – just 41% consider their forecasting efforts effective. Effective or not, sales forecasting often consumes lots of sales organizations’ time and attention. In this webcast, we consider the elements of effective forecasting for sales organizations. Basic forecasting techniques are reviewed, along with...Read more

Webcast

Route Planning and Call Scheduling

8 November 2023

The third in a three part series on sales resource utilization. Sales forces are continually pressured to improve productivity. As a result, many leaders’ first response is to focus on improving salesperson effectiveness. But many overlook the significant productivity gains that come from improving efficiency, including those from improving resource...Read more

Webcast

Designing and Implementing Effective Sales Compensation Plans

25 October 2023

Incentive compensation anchors many firms’ sales performance management efforts. Designing effective sales compensation plans is no small challenge for organizations of any size, and SMA’s research shows that fewer than half of firms are effective in sales incentive design. In this webcast, presenters discuss the most important aspects of designing...Read more

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