Webcast

Webcast

The Technology-Enabled Sales Coach

April 28, 2016

 

Technology is transforming how sales organizations sell, but also how they’re managed. Among technology’s greatest potential management benefits relates to coaching salespeople – an activity under-prioritized and poorly supported in most firms.

 

This webcast explores multiple technologies that amplify, automate, and enhance management’s coaching efforts. Our expert panel will present emerging concepts, new technologies, and case studies on technology enabled coaching, while also fielding audience questions. Join us for a fascinating discussion on how technology is changing sales coaching.

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Webcast

Webcast

Indecent Proposals: How Your Proposals Undermine Sales (and How to Fix Them)

April 21, 2016

 

In many companies, proposals are not effective as they could be. In some, proposals may actually turn business away. For a variety of reasons, sales organizations often overlook the importance of well crafted, effectively presented proposals. As a result, a vital sales tool goes under optimized.

 

In this webcast we review common characteristics of underperforming proposals, share best practices in effective proposal design, and explore leading edge techniques for getting the most from the proposal process. The webcast features case study examples and actionable improvement strategies.

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Webcast

Webcast

Re-boarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

April 08, 2016

 

Enlightened sales organizations invest in salesperson "onboarding" - a structured effort to speed new salespeople up the learning curve. As our recent research shows, successful onboarding dramatically impacts salesperson productivity and new hire success rates.


A newly emerging idea attempts to leverage this approach for veteran salespeople too. Called "reboarding," it applies similar concepts - focused content delivery, specific learning milestones, on demand content delivery, and the expectation of ramping productivity.


Learn more about reboarding programs and their impact on sales force learning and productivity in this Sales Management Association webcast.

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research

Research

Research Brief: Sales Planning Practices

April 05, 2016

 

Sales organizations demand a daunting breadth of planning expertise: from prioritizing high-level objectives to align with firm strategy, to allocating limited resources to adequately cover opportunities, to establishing tactical performance goals at multiple levels within the organization, and, along the way, coordinating input from many corporate functions, on behalf of widely distributed sales force members, all while cultivating active participation and buy-in from disparate participants.

 

This research investigates how firms meet these planning challenges. It surveys planning practices in business-to-business sales organizations, identifies emerging trends, and prioritizes management’s planning priorities. It focuses primarily on sales team and organization-wide planning efforts (rather than call, opportunity, or customer-level planning).

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

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research

Research

Research Brief: Assessment of Sales Opportunities

April 05, 2016

 

Accurately assessing opportunity is an essential competency for sales organizations. It underpins critical resource allocation decisions, such as how and where to deploy salespeople, and it determines how essential work is prioritized within the sales force. Opportunity assessment involves a continuum of activities, from identifying and qualifying leads, to sizing active sales opportunities in prospects or customer accounts, to forecasting sales.

 

This research focuses on two activities in this continuum – lead scoring and sales forecasting. Lead scoring is chiefly focused on prioritizing which opportunities to target in a portfolio of leads, whereas sales forecasting is more concerned with assigning a value and probability to qualified opportunities. In this survey we use the term “sales opportunity assessment” to collectively include lead scoring and sales forecasts.

 

The research sought to answer several questions related to how sales organizations practice sales opportunity assessments. These questions include the following: What forms of opportunity assessment are being implemented effectively? How accurate are sales forecasts and what can be done to improve them? Do sales people have a bias to overinflate or underinflate sales opportunity assessments? Finally, what metrics are used in sales opportunity assessment and which are most valuable?

 

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

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research

Research

Research Brief: Sales Manager Training

April 04, 2016

 

This research focuses on how business-to-business firms support sales manager development through training. It surveys the training practices in use, the training topics and managerial competencies deemed important, the effectiveness of various training approaches, and management’s priorities in improving training efforts. The research attempts to benchmark firm investment in sales manager training, and more importantly to correlate sales manager training investment with firm performance, a link helpful to organizations focused on considering training investment’s financial return.

 

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

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research

Research

Research Brief: Hiring Top Sales Management Talent

April 04, 2016

 

Sales managers play a vital role in high-performing sales organizations; sourcing and developing effective managers is therefore critical to any firm fielding a sales force. It’s a challenge approached in two ways: sourcing talent from outside the firm, or developing internal talent – usually salespeople promoted into their first management role. Organizations with a sizable management corps almost always employ some combination of  both approaches, rather than emphasizing one to the exclusion of the other.

 

In this research, we examine practices essential to effective sales management hiring. In doing so, we broadly define what constitutes “hiring” decisions to include deciding which internal candidates to promote, in addition to determining which outside candidates to hire as employees new to the firm.

 

Regardless their degree of emphasis on internal or external candidates, firms must address, namely: What makes a good sales manager in our firm? Where do we find the best manager candidates? What tactics are most effective in identifying, attracting, and developing manager talent? and How do we develop new managers, and further develop experienced managers?

 

This research offers insight into how firms are addressing these fundamental hiring questions.

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Webcast

Webcast

Solving Sales Operations Biggest Challenges in 2016

March 24, 2016

 

Sales operations leaders play a crucial role in translating firm objectives into actionable sales force plans and programs and ultimately achieving sales growth. In fact, recent research from the SMA  shows that sales operations’ responsibilities are expanding, and that sales operations departments face increasing pressure to deliver both strategic and tactical assignments. With this expanding responsibility comes a need to identify the best ways to reconcile competing responsibilities while improving sales productivity.  

 

Join us to learn from our panel of top Sales Operations Executives who have faced, are facing, and are solving some of the thorniest challenges you'll face in 2016.

 

A few areas we'll touch on include:

  • Incentive Compensation and Performance Management
  • Salesforce Development
  • Streamlining On-boarding 
  • Tips and Tricks to automate day to day tactical tasks

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Webcast

Webcast

Coaching Hacks for High Velocity Sales Organizations

March 14, 2016

 

Salespeople often say they'd like more coaching from leadership. But faced with so many other priorities, sales management often puts coaching on the back burner – with costly ramifications. Inadequate coaching diminishes firm performance, salesperson job satisfaction, and sales force productivity, while contributing to salesperson turnover. 

 

In this web based panel discussion, we'll explore ways top performing organizations apply real-time analytics to the coaching process. By increasing visibility into prospect interactions and salesperson activity, analytics help sales leaders assess and coach salespeople more objectively and effectively. It's one of several "coaching hacks" we'll discuss, along with audience-submitted questions.

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Webcast

Webcast

Managing the Sales Organization through Mergers and Acquisitions

March 10, 2016

 

M&A activity is running at all-time highs, surpassing 4.5 trillion dollars in 2015. Cheap financing and the need to grow quickly helped drive this trend. Yet more than half of these transactions fail to deliver on promised returns. Optimizing the combined sales organizations resulting from corporate combinations remains a top management challenge.

 

This webcast details a structured, sequential process for success sales force integration. This approach retains customers that may be confused by the merger, retains salespeople that need to understand where they fit, and aligns an integrated business strategy with sales force objectives. The webcast includes illustrative case studies.

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