Webcast

Webcast

Research Update: Measuring Sales Managers' Effectiveness

April 20, 2015

 

Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics?

 

Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs). Specifically, we examine:

  • What tools and processes are used to define, measure, and assess FLSM performance?
  • Which measures of FLSM effectiveness are most important?
  • Do FLSM incentive compensation plans use consistent performance measures?
  • What gaps exist in firms’ FLSM performance measures?

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Webcast

Webcast

Beyond the Commission: Staying Ahead of the Sales Performance Management Maturity Curve

April 17, 2015

 

In many companies today, the sales department is managed independently of the Human Resources function. Sellers are naturally different in that they hold more of the fate of the company's fortune in their hands than any other line of business. 

 

Join Peter Ostrow, VP and Group Director at the Aberdeen Group, to learn how organizations can adopt a more sustainable and mature approach to running a successful sales organization. In this webcast, you will not only learn how best-in-class organizations deploy and support the automation of traditional compensation management (ICM), territory and quota solutions, but also what leading-edge trends and new technologies they are adopting to ensure they stay ahead of the sales performance management curve.

 

Key Takeaways:

  • Why the link between sales employee satisfaction and overall enterprise performance should matter to you
  • Surprising data about the true cost of sales turnover
  • Non-cash incentives: should I bother?
  • When sales reps can handle more data than you ever thought possible
  • Why Mr. Spock would have made a better sales leader than Captain Kirk.

 

You will also hear from Fred Sass, Worldwide Marketing Executive for IBM Sales Performance Management, who will share how leading organizations are gaining a competitive advantage, increasing revenue and driving growth with sales performance and incentive compensation programs.

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research brief

Research Brief

Research Brief: Sales Forecasting Effectiveness

April 08, 2015

 

This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that contribute to effective sales forecasting; and determine how salespeople and managers interact in sales forecasting initiatives.

 

Specifically, this research addresses issues such as:

  • What formal forecasting processes are used?
  • What kinds of performance are forecasted, using what planning horizons, and with what frequency, using what inputs?
  • How accurate are sales forecasts, and what factors influence forecast accuracy?
  • Who within the firm directs sales forecasting efforts, and who is most vested in their accuracy?
  • How do management and sellers interact when preparing, reviewing, and assessing forecasts, and how does their respective involvement influence forecasted results?
  • How do firms differentiate between pipeline management and sales forecasting?
  • How do forecasting efforts relate to the core sales process categories of call management, opportunity management, customer management, and territory management?
  • How are firms developing forecasting skills within the sales organization?

 

An initial review of findings was also featured in a webcast, which may be viewed here:

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Webcast

Webcast

Incentive Compensation Design: Factoring Forecast Accuracy Into Your Plans

April 02, 2015

 

How much will your organization sell this year? Who will sell it? When? And at what margin? Being able to answer these questions not only helps you set investor expectations, it enables you to implement accurate sales quotas, design effective compensation incentives, and drive performance.

 

Join Donya Rose, director at Towers Watson, for a discussion on forecast accuracy and the impact it can have on your compensation plans—and sales performance as a whole.

 

Anaplan’s sales solutions expert Kevin Gray will also be on hand to answer questions, including:

  • How does forecast accuracy affect compensation plan design? 
  • What can you do to make your quotas more accurate, even when your sales forecast accuracy is just what it’s always been? 
  • How about forecast accuracy as a sales incentive measure? If it’s so important to the business, should we incentivize it?

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Webcast

Webcast

How to Drive Predictable Inside Sales Results

March 30, 2015

 

This webcast features business leaders from TinderBox and Angie’s List describing how their firms drive predictable sales results. Areas of focus include creating a repeatable process, developing effective messaging and value delivery, and ensuring consistent messaging.

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Webcast

Webcast

Why Leave Revenue Growth to Chance?

March 26, 2015

 

Industry research illustrates emphatically that effective selling is being disrupted by more forces than ever before. Against this backdrop of increasing change, there are literally hundreds of ideas and solutions that potentially could improve the capabilities of your sales organization. And so, in today’s world of hyper-change, what does the rational sales leader invest in to drive improved performance?

 

Before surveying the daunting array of sales improvement alternatives and investing in one or more of them, it’s valuable to pose a simple question:

 

What do YOUR sales people actually need to be good at?

 

Until you’re able to answer this question with a high level of validity, most of the investments in performance improvement are largely educated guess work. In this ground breaking session, we will challenge conventional “best practices” thinking as well as introduce a new paradigm for continual sales improvement. 

 

This webinar will present a cutting-edge, data-driven approach that allows today’s Sales Leader to get focused on the highest payback areas for performance improvement. By aligning talent analytics, adaptive learning, and sales enablement, sales organizations can make intelligent, focused investments in human capital - that have highest probability of impacting specific sales and business goals.  

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Webcast

Webcast

Make the Numbers Talk: Using Advanced Analytics to Uncover the Hidden Story in Your Sales Data

March 23, 2015

 

Wall Street has punished your stock for missing your revenue estimates. Your CEO realized that your revenue actuals and forecasts were out of sync. FP&A had no time to course correct because your revenue models werea tangle of spreadsheets and disconnected apps. You lost time dumping sales data to spreadsheets and stitching them together every week for the sales forecast. It’s definitely inefficient – and it’s also the typical approach to sales forecasting.

 

But there’s a story within the sales data that can be discovered with the right approach and techniques. 

 

Find out how Refinery29, the largest independent fashion and style website in the US, is applying advanced modeling to find the story hidden within its raw data. Discover how company Controller Pamela Stern is able to generate accurate forecasts, plan for a sales team that will double in 2015, and create a master dashboard to provide sales KPIs to the Chief RevenueOfficer.

In this webcast, you will learn how to:

  • Leverage advanced modeling techniques to extract valuable insights
  • Eliminate wasteful and inefficient forecasting processes
  • Reduce quota and territory planning times
  • Provide an integrated view to key stakeholders
  • Generate on-the-fly analytics for actionable intelligence

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Webcast

Webcast

Leveraging Analytics to Impact Sales Execution

March 20, 2015

Leveraging Analytics to Impact Sales Execution

 

Immediate access to actionable customer insights help salespeople identify the best customers and geographies to target, tailor each customer interaction, and drive business to meet their goals. Without this readily-available insight, salespeople waste time pouring through data from multiple sources and trying to interpret what it means.

 

Join Kelly Tousi, ZS Associates' Principal, as she discusses challenges that many sales teams face and the necessary transformations needed to improve sales rep effectiveness. The webcast will cover:

  • Lessons learned from customers on how to best evaluate business needs
  • Apps that combine smart alerts, critical KPIs and superior visualization built around how salespeople work and the information they really need, when they need it
  • Tips to achieve rapid adoption and heavy use by the sales organization

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Webcast

Webcast

Exploring New Territory - the Geography of Compensation Planning

March 20, 2015

 

Successful territory mapping can help create focus and accountability, especially when synchronized with well-designed incentive compensation. Do your territory assignments help guide your reps to do their best or just box them in?


Join Clinton Gott and Per Torgersen, principals at Better Sales Compensation, for an in-depth discussion on realizing the full potential of every territory, even in the face of market and organizational shifts.


Anaplan’s sales solutions expert Kevin Gray will also be on hand to answer tough questions, including:

  • Should sales territories be based on past performance,workload, or potential?
  • How do you map territories to balance your organization’s sales capacity against budget, corporate goals, and market potential?
  • What are the best ways to transition out of legacy compensation designs?

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Webcast

Webcast

Research Update: Sales Forecasting Effectiveness

February 27, 2015

 

This research update examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We will identify core practices, processes, and resources considered essential to forecasting; reveal factors that contribute to effective sales forecasting; and determine how salespeople and managers interact in sales forecasting initiatives.

 

Join us for this webcast, in which we’ll provide preliminary findings from the research, addressing issues such as:

  • What formal forecasting processes are used?
  • What kinds of performance are forecasted, using what planning horizons, and with what frequency, using what inputs?
  • How accurate are sales forecasts, and what factors influence forecast accuracy?
  • Who within the firm directs sales forecasting efforts, and who is most vested in their accuracy?
  • How do management and sellers interact when preparing, reviewing, and assessing forecasts, and how does their respective involvement influence forecasted results?
  • How do firms differentiate between pipeline management and sales forecasting?
  • How do forecasting efforts relate to the core sales process categories of call management, opportunity management, customer management, and territory management?
  • How are firms developing forecasting skills within the sales organization?

 

For the full report, click here.

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