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Webcast

No Process, No Sales Dynasty — Make Your Sales Coaching Process Superior to All Others

12 March 2018

Building on what we learned in our second session in this series on defining the sales process, here we extend that logic to sales leaders leveraging examples from sports dynasties. In this session we discuss the critical role coaching plays in near-term and sustainable sales performance. We also provide a...Read more

Blog Post

Align Your Sales in a Multi-Channel World

2 March 2018

To be effective, sales organizations must be aligned with company strategy and market demands. Join Goizueta Business School’s Professor of Marketing Sandy Jap, and the Sales Management Association’s Chairman Bob Kelly for a special two-day Goizueta Business School workshop: Sales Leadership and Channel Management, 13-14 March. This workshop focuses on...Read more

Webcast

Choosing the Right Sales Performance Management Solution for Your Sales Team in 2018

1 March 2018

How can you drive increased revenue from sales performance management technology? What critical capabilities are most likely to improve your sales execution and operational efficiency? These questions deserve some discussion and guidance at the beginning of a new year. Join sales performance experts Mark Smith, CEO & Chief Research Officer...Read more

Webcast

Managing Quotas and Territories

23 February 2018

Territory and quota management are linchpins in any effective sales performance management system. In this web panel, we reviewed key concepts of sound territory and quota design, and discussed best practices related to these disciplines.

Webcast

No Process, No Sales Dynasty — Own Your Sales Process and System

19 February 2018

Whether business or sports, dynasties have clearly defined processes for key behaviors and systems to support execution. Selling is no different but many sales teams are torn between their desire for predictability and their inclination toward creativity. In this second session in a series on building a sales dynasty we...Read more

Webcast

Reconnecting Sales Forecasts with Reality

15 February 2018

Our research shows that sales managers consider forecasting important, and that it consumes lots of the sales force's time. But most managers consider forecasting efforts fraught with bias, and therefore unreliable; and not surprisingly, most are unsatisfied with forecasting accuracy. A dispassionate observer might reasonably ask: If forecasting is both...Read more

Blog Post

Improve Market Intelligence in Support of Sales Teams – Here’s How

6 February 2018

High quality market intelligence can significantly improve your sales team’s long-term effectiveness. But the process of gathering market intelligence is too often overlooked. This article provides a set of practical ideas for improving market intelligence, including sources of data you may not be aware of. We’ll cover: National Economic Analysis:...Read more

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1 February 2018

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