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Using Performance Measures: Research Based Practices for Sales Organizations

25 March 2021

Sales organizations use a variety of performance measures to measure, reward, manage, and evaluate salespeople. These include financial outcome-oriented measures like revenue attainment, activity measures such as the number of sales calls made, pipeline or process-related measures, and customer-focused measures such as customer satisfaction, adoption, or renewal. Our recent research...Read more

Conference Archives

Developing an Agile Sales Force

25 March 2021

In order to scale, sales forces must adopt a consistent, repeatable sales processes. But in doing so sales leaders often overemphasize a single methodology, stifling adaptability in order to minimize variation. This hobbles the sales organization’s ability to adapt when buyers, markets, or selling environments change. Sales organizations must instead...Read more

Conference Archives

Managing Risk: What Sales Leaders Should Know

25 March 2021

The COVID-19 crisis demand from sales organizations new forms of leadership, and new ways of adapting sales forces in response to the pandemic. Now comes new uncertainty in preparing for post-COVID recovery. In uncertain environments, as many sales organizations have learned, success isn’t defined by how accurately we predict the...Read more

Jedox

25 March 2021

Conference

Q1 Conference: Sales Force Recovery Planning

8 March 2021

2020 offered sales leaders a career’s worth of crisis management experience in the span of a few months. Yet the COVID-19 pandemic’s lessons for management are far from over. Sales leaders now must prepare for greater uncertainty, continued disruption, and increased volatility in the first six months of 2021. We're...Read more

Webcast

Revenue Operations’ Transformative Impact on Growth

4 March 2021

Many organizations are beginning to focus on "revenue operations." By applying technology, process discipline, and an eye toward improving end-to-end customer experience, revenue operations initiatives can dramatically improve the efficiency, speed, and throughput of firms' growth efforts. In this webcast, Ash Finnegan, Conga's Digital Transformation Officer, offers a revenue operations...Read more

Webcast

Digital Documents’ Impact on Sales Team Productivity

18 February 2021

Sales leaders are always looking for ways to increase their sales teams' productivity. Digital documents allow salespeople to spend less time on paperwork and more time selling. Join this webinar to learn how digitally transforming proposals, quotes, invoices, and other document processes helps sales teams increase available selling time and...Read more

Webcast

Guiding Business-to-Business Selling with Machine Learning

16 February 2021

Online sites like Amazon use advanced analytics to personalize consumers' shopping experience, by making product suggestions based on similar consumers' preferences, for example. This can dramatically improve the shopping experience. Now business-to-business sales organizations are adopting similar strategies, mining deal-level data to anticipate buyers' needs. Machine learning techniques can identify...Read more