Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel,and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology ...
The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well as best practice approaches for...
This research investigates how salespeople prefer to learn, and the effectiveness of various learning delivery approaches. It examines training modalities such as in-the-field coaching, online courses, and classroom instruction, as well as more specific communication media...
What if not just “what” you sell, but “how” you sell is your most compelling competitive advantage? To answer that question (and many more…) an increasing number of companies are investing in sales enablement talent and technology as a means to increase team productivity...
ResearchResearch Brief: Investments in Salesperson Skill Development
January 25, 2017
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, or 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.
WebcastSales Performance Management Series Webcast 5: Aligning HR and Sales with Effective Sales Targets
January 23, 2017
Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offers frameworks and best practices for establishing effective sales objectives and incentives.
ResearchResearch Brief: Managing Sales Compensation
January 05, 2017
Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization’s attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examines current sales compensation management practice, quantifies factors differentiating high and low performing firms in this area, and identifies emerging issues and management priorities.
ResearchResearch Brief: Refocusing Sales Operations
December 21, 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.
WebcastCase Study: Simplifying Sales Process with Workflows at Siemens
December 19, 2016
Using workflow automation to simplify selling effort and increase efficiency, Siemens realized improvements in customer satisfaction and well as productivity. Join us as Siemens shares there experience with sales workflows and details best practices for automating sales process.
WebcastImproving Sales Growth With Cross-Selling and Up-Selling
December 15, 2016
Improving cross-selling and up-selling existing customers can dramatically impact overall sales growth, and represents highly actionable and profitable opportunity for most sales forces. This webcast explores how aligning sales efforts with customer success can improve cross-selling and up-selling success while also keeping your customers happy.
WebcastSales Performance Management Series Webcast 4: Motivating the Right Behavior with Incentive Compensation
December 15, 2016
Every sales manager needs to strike the right balance between recognizing top performers and incentivizing strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single “right answer” for how to set up an incentive program. This webinar will discuss some key tactics to setting the right plans to make a greater impact on the bottom line.
WebcastPNC Bank Case Study: How a Single Dashboard Transformed Sales Management
December 14, 2016
PNC Bank's Lending Business Intelligence team radically reconfigured the management reports it provided sales leadership, streamlining insights into a single, powerful dashboard. In this webcast, they'll review three techniques critical to their efforts, and will demonstrate the Tableau reporting tools used to transform their reporting environment.
WebcastHarnessing Sales Data to Drive Revenue
December 09, 2016
Learn how Tableau uses data to create a culture of accountability and foster a data-driven sales organization that routinely hits targets. Watch sales representatives explain what data drives their behaviors and even see the dashboards that they use most. Learn how to leverage data visualization within your sales organization to increase sales, forecast accurately, manage time, and improve performance.
WebcastSales Performance Management Series Webcast 3: Creating a Comprehensive Approach to Sales Forecasting
December 07, 2016
Our five-part sales performance management series continues with a webcast on sales forecasting. Sales forecasting is an essential sales planning activity, but is too often characterized by guesswork, gamesmanship, and missed targets. This webinar focuses on ways sales leaders can drive transparency and accuracy in the context of a comprehensive approach to sales forecasting.