Webcast

Webcast

Beyond the Numbers: Why You Shouldn't Ignore Salesperson Capability in Assigning Territories and Quotas

December 02, 2016

Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a certain geography. While these are important, best practice firms also consider the performance capability of salespeople and their available capacity. In this webcast, Sales Globe’s Mark Donnolo makes the case for including “people potential” in territory and quota planning, while outlining an approach to T&Q planning that begins with segmentation and targeting.

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Webcast

Webcast

Transforming Your Mid-Tier Sales Team into Top Performers

November 18, 2016

 

According to recent studies, ROI in training quadruples from 22% to 88% when reinforced with in-field coaching. Yet, 50% of reps are stuck in the middle, never graduating to top level performers. 

Erik Charles, vice president of product marketing at Xactly, talks through how to motivate and create a top performing team. He will cover: 

  • Trends in motivation and sales engagement 
  • Establishing an approachable and actionable plan for onboarding, coaching, and building motivation 
  • Creating measures that work and don’t over-complicate

 

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research

Research

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.
 
It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objectives, requires lots of effort, is fraught with bias, and returns results of dubious accuracy. We wondered: what do the people doing most of the forecasting – salespeople and sales managers – think about it?
 
So we asked them. See what we learned in our latest research report. And, view a data visualization we've developed using the research data on Tableau Public.

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Webcast

Webcast

Research Update: Refocusing Sales Operations

November 11, 2016

 

Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales organization’s day-to-day tactical support requirements – like reporting, territory alignment, or compensation administration. This mix of strategic and tactical responsibilities represents a considerable challenge to sales operations departments. This research is focused on identifying emerging practices in sales operations that address this central challenge.

Focus areas for this research include:

  • Identifying how sales operations function drive efficiency in core responsibilities like reporting.
  • Measure the ideal and actual focus on strategic issues by sales operations departments.
  • Cataloging emerging and innovative practices contributing to sales operations’ success in balancing tactical and strategic responsibilities.
  • Sales operations staffing approaches.
  • Structuring sales operations for maximum agility.
  • Planning process that help optimize sales ops’ effectiveness. 

     

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Webcast

Webcast

Sales Performance Management Series Webcast 2: Transitioning From Spreadsheet-Based Territory Management and Sales Capacity Plan

November 10, 2016

 

Our five-part sales performance management fundamentals series continues with a session on sales territory planning. Planning sales territories is, in theory, simple: put the right salespeople on the right accounts with the right targets. In practice, however, it requires consolidating disparate data sets while actively collaborating with frontline sales — two things that are extremely difficult with a spreadsheet-based process. This webinar focuses on three key benefits of transitioning away from spreadsheets for managing territories and sales capacity planning.

 

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Webcast

Webcast

Sales Performance Management Series Webinar 1: Account Segmentation and Scoring

November 08, 2016


We kickoff a five-part series on sales performance management fundamentals with a webcast on account segmentation and lead scoring by Rowan Tonkin from Anaplan and Tony Yeung from Zs Associates
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This topic focuses on aligning sales coverage with marketing strategy, and touches on account reassignments, an often problematic issue that can be disruptive for customers and distressing to salespeople.

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Webcast

Webcast

From Boss to Coach: Turning Great Sales Managers into Great Coaches

October 19, 2016

Success in sales isn’t based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson’s internal drivers/barriers, much less have a meaningful discussion about them. Sales leaders end up ignoring the emotion-based influences that significantly impact selling performance. The result? Underperforming salespeople, and a revolving door of unrealized talent.
 

This webcast focuses on shifting managers’ coaching mindset from that of a “mistake catcher” and “problem solver” to a coaching leader capable of instilling confidence, a sense of ownership, and fully realized potential in the salespeople they manage. The session focuses on the performance-influencing factors managers often overlook in salespeople, and on tangible coaching strategies that push salespeople to new levels of success. Attendees will learn a practical roadmap for building a sales coaching culture that unleashes inner potential and drives business results.

Topics include:

  • Assessing managers’ “skill” and “will” to improving their coaching effectiveness.
  • Connecting the factors that influence salesperson success to management’s coaching and leadership roles.
  • An easy-to-apply model for shifting the managers’ coaching mindset and closing the gaps that limit their leadership effectiveness.
  • How managers can expand belief boundaries – their own, and their sales team's – to foster a culture of achievement, accountability, problem-solving, and continuous improvement.
     

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Webcast

Webcast

Research Update: Investment in Salesperson Skill Development

October 13, 2016

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change requires salespeople capable of acquiring new knowledge and skills, and adapting to fit new circumstances. 

This research explores how organizations facilitate salesperson knowledge and skill development in the face of frequently changing requirements. It identifies emerging trends in salesperson knowledge management, learning and development, and coaching delivery.

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Webcast

Webcast

Building the Sales Force’s Digital Playbook

September 29, 2016

 

With a digital sales playbook, salespeople can easily find the right messaging and content, in context, right when they need it. In this session we provided a framework on how to take your existing sales messaging and content, link it to each sales process stage, and ensure its effective delivery at each customer interaction.

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Webcast

Webcast

Five Signs You Need to Graduate from Sales Effectiveness

September 28, 2016

 

You make your number sporadically, but not consistently, and not always. Your revenue goal is very hard to make, and may be unrealistic. What distinguishes top growth executives from their peers is they have graduated beyond sales effectiveness. They have embraced a new emerging best practice called the ‘Revenue Growth Methodology’. 

 

Temporary spikes in revenue are misleading. Sales leaders go from hero to goat overnight. How come? There are many reasons. Some examples include, 

  • A hot product comes out a year before your competition can respond, and this advantage delivers a temporary revenue lift. 
  • The sales team has underperformed for some time and a new sales leader is hired. Shortly after taking the reins, he installs standard operating procedures, picks the low hanging fruit, and facilitates a temporary revenue lift. 
  • The customer base gets pushed into a product refresh cycle by the customer service department. Often this results in an influx of “new deals.” The sales leader looks great until the product refresh cycle is over. 

 

Given the difficulty associated with sustaining revenue growth, the revenue targets that some companies set are simply unrealistic. Sales Performance Management (SPM) are being considered by many sales leaders to maintain sales performance, increase revenue and continuously drive growth. 

 

Join Kevin Gray, WW Portfolio Marketing Manager for IBM’s Sales Performance Management and IBM Watson Analytics solutions and Dan Perry, Principle at Sales Benchmark Index (SBI) to learn how sales leaders are looking to SPM and the five signs you need to consider to graduate from sales effectiveness and manage a high performing sales team that will increase revenue and drive continuous growth. 

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