As a follow-on study to last year’s research on sales manager training, this research takes a more detailed look at the specific topic, tactics, and priorities given to sales management training initiatives. It benchmarks firms’ investments in manager training, as well as specific approaches used to reinforce learning and measure results.
WebcastSales Enablement: Making the Pain Worth the Gain
April 27, 2017
According to the latest Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the percentage of organizations that have a Sales Enablement function has grown by 69 percent since 2013, while only 1/3 of organizations have met or exceeded their Sales Enablement outcomes in the last two years. On top of that, only 56 percent of salespeople are meeting or exceeding their quotas.
In a changing market, ensuring sellers are effectively enabled is key to your success. But that is often easier said than done. And while many organizations have instituted a Sales Enablement function, they are still struggling through its execution. The disconnect between those who have high expectations for Sales Enablement and those who are performing the role has made the whole process extremely painful.
During this webinar, a panel of experts will discuss:
- How to align the expectations and execution of your Sales Enablement function
- How to ensure your sales leaders and sales enablement roles are in lock-step
- How to apply the Sales Enablement Performance Model in your own organization
- How to understand where to begin and how to deliver
ResearchResearch Brief: Sales Analytics Capabilities
April 21, 2017
This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always an understanding of how best to investigate them in ways most helpful to the managers they support. Reporting and analytics tools can bridge this gap.
ResearchResearch Brief: Enabling Indirect Sales Channels
April 21, 2017
This research investigates tactics used by firms in support of indirect sales channels – the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.
WebcastResearch Update: Sales Analytics Capabilities
April 20, 2017
This webcast summarizes findings from recently concluded Sales Management Association research on sales organization’s analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales management needs and routinely available reporting output, and explores emerging analytics capabilities such as cognitive analysis.
WebcastDriving Sales Enablement Adoption and Engagement
April 17, 2017
This webcast focuses on deploying sales enablement technology. Addressing best practices in content mapping, training, and platform adoption it will equip sales enablement leaders with practical frameworks and actionable ideas for driving platform success.
WebcastForecast Accuracy: Five Best Practices in Sales Analytics and Planning
April 10, 2017
Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations’ most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by recent research from Ventana Research.
ResearchResearch Brief: Salesperson Learning Preferences
April 10, 2017
This research investigates the range of training and development practices utilized by sales organizations. These practices are rapidly evolving in response to emerging technology and the quickening pace of change in sales job content and learning objectives. This study illuminates which approaches yield the best results for sales forces, and how firms can anticipate future developments in learning approaches.
WebcastResearch Update: Salesperson Learning Preferences
April 06, 2017
Join us for a first look at a recently concluded research on how salespeople prefer to learn, and the effectiveness of various learning delivery approaches. This webcast examines training modalities such as in-the-field coaching, online courses, and classroom instruction, as well as more specific communication media such as web, print, video, and mobile applications.
WebcastResearch Update: Salesperson Retention and Turnover
April 03, 2017
Sales positions are notoriously tricky to recruit for, and high performing salespeople challenging to retain. Join us for a first look at recently concluded research as we investigate sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes of salesperson churn, methods used by organizations to retain salespeople, and the impact of these strategies on sales force and firm results.
ResearchResearch Brief: Salesperson Retention and Turnover
March 31, 2017
This research investigates sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes of salesperson churn, methods used by organizations to retain salespeople, and the impact of these strategies on sales force and firm results.