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Webcast

Revenue Operations: Cutting Through the Hype (first of a two-part series)

13 July 2021

Many firms now embrace the term “revenue operations” (or “revops”) in addressing a range of customer impacting activities. Some might dismiss revops as another buzz-phrase cresting its hype cycle, but revops is gaining traction as an emerging discipline, and embraced by many firms with newly badged revenue operations functions. They...Read more

Webcast

Addressing Gaps in Call Coaching

9 July 2021

Call coaching – management guidance focused on improving how salespeople directly interact with buyers – can yield huge gains in overall sales effectiveness. Effective call coaching programs address essential skills and the activities that matter most for sales organizations. But few sales organizations do call coaching well. Some fail to...Read more

Research

Defining Sales Management’s Value

30 June 2021

Sales managers play a critical role in the sales organization. As first-line managers, they have maximum influence on salesperson performance day-to-day; as leaders, they are instrumental in directing large-scale change initiatives. Their influence, therefore, spans a broad range of tactical and strategic outcomes, one reason why many consider the sales...Read more

Full Research Report

Research Report: Defining Sales Management’s Value

30 June 2021

Webcast

Removing Legal Review Bottlenecks to Accelerate Deal Cycles

30 June 2021

Legal review is an important and necessary stage in many sales cycles, but can often be the source of painful bottlenecks. This webinar offers best practice approaches to increasing cross functional alignment with the legal department to streamline collaboration, improve quality, eliminate needless delays, and speed deal flow.

Webcast

Research First Look: Defining Sales Management’s Value

23 June 2021

Sales managers play a critical role in the sales organization. As first line managers, they have maximum influence on salesperson performance; as leaders, they are instrumental in directing change. Drawing on recently concluded SMA research, this webcast explores changes in sales management's role and impact. The research examines important value...Read more

Resources

17 June 2021

Webcast

Using Short Term Sales Incentives

17 June 2021

Using contests, spiffs, and special one-time incentives can help bring needed emphasis to fast-changing sales force priorities. But these incentive programs are also fraught with potential pitfalls. In this session we consider best practice approaches to incentive design and implementation in support of short term sales goals and contests. Scroll...Read more

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