You searched for - Page 30 of 147 - Sales Management Association

Webcast

Research First Look: Updated Survey of SPM and ICM Solution Providers

17 November 2021

This webcast presents the latest update in our ongoing research on sales performance management (SPM) and incentive compensation management (ICM) solution providers. The research gathers feedback from current clients of SPM/ICM systems, identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, and offers provider-specific ratings on performance, user...Read more

Webcast

Training Salespeople to Thrive in Virtual Environments

16 November 2021

COVID-19 forced an abrupt shift to virtual selling. As the pandemic recedes (however unevenly), management might look forward to putting aside many virtual tools. But this would be a mistake for most organizations. In fact, it’s much more likely that virtual communication will become a permanent capability for the sales...Read more

Webcast

Improving Sales Forecasting – The Power of Predictable Revenue

27 October 2021

Business leaders rely on sales forecasting to gauge organizational health and to guide strategy. But most sales organizations find forecasting extremely challenging, and as a result struggle with forecasts that are rarely accurate. This skews resource investments in hiring and budgeting and prevents management from anticipating important demand trends. In...Read more

Webcast

Hiring Effectively When Talent is Scarce

26 October 2021

According to Zip Recruiter, there are over 700,000 open sales positions in the US, and nearly half of salespeople surveyed expect to be looking for a new job in the next 18 months. However, the cost of a bad sales hire is 2-3x annual salary and rising steadily. Never before...Read more

Webcast

Retaining Salespeople with Sales Compensation

20 October 2021

With the “Great Resignation” in full swing, many organizations fear their best salespeople might soon leave for another opportunity. For those that do leave, compensation may factor heavily in their decision - but not necessarily because they believe they're earning too little. Experience shows that salesperson satisfaction with pay involves...Read more

Webcast

Enhancing Sales Force Insights with Geoanalytics

14 October 2021

Location-based information can add an additional layer of insight into sales and marketing data, but it's a resource many sales organizations do not avail themselves of. New tools and data sources, inexpensive and easy to provision, now put geoanalytics and its rich insights within reach of any firm. In this...Read more

Webcast

New Research: Why Salespeople Avoid “Big Whale” Opportunities

16 September 2021

Many assume salespeople gravitate toward "whales," the largest opportunities available to them. In reality, they often avoid them. A joint US and European research team set out to determine why. Making use of CRM data, survey insights, and experimental data, their research integrates academic theories and a practical sales prospecting...Read more

Webcast

Implementing Sales Compensation Plan Changes with SPM

15 September 2021

Change management now represents a critical capability for sales operations departments, as sales forces grapple with increasing disruption and volatility. Sales compensation updates often accompany other organizational changes and represent an especially crucial element of any sales force-impacting change initiative. In this webcast, we examine how sales performance management (SPM)...Read more