Webcast

Webcast

Research Update: Measuring Sales Force Activity

August 10, 2017

 

Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts.

 

Topics addressed include the nature and quality of salesperson activity tracking, the methods utilized to collect information, the types of activities considered most important to track, and the various ways management applies activity data.

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Webcast

Webcast

Research Brief: Sales Performance Management Priorities

August 08, 2017



This research examines sales organizations’ sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecasting, territory design, salesperson deployment, quota allocation, and incentive compensation management. Our study identi es which elements of the SPM mix provide the greatest value to sales leadership, which represent the most important improvement priorities, and where managers are realizing return on SPM investments.



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Webcast

Webcast

Research Update: Sales Performance Management Priorities

August 04, 2017

 

Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management.

 

The research will identify which elements of the SPM mix provide the greatest value to sales leadership, and which represent the most important priorities for improvement. It attempts to quantify return on capability investments in SPM disciplines, and uncover best-practice SPM approaches among high-performing firms.

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Webcast

Webcast

Simple Steps to Transform Your Sales Process

July 27, 2017

 

Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue as substantial benefits, and include increased selling time, higher quality sales outcomes, and faster execution.

 

In this webcast we examined a series of these ideas, presented by a practitioner panel. Topics discussed include how to identify improvement opportunities, approaches for testing and evaluating new tools, and other practices focused on improving sales process.

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Webcast

Webcast

Your Customer Service Training is Sabotaging Your Sales Training

July 24, 2017

 

Twenty years ago, it took a relatively long time to build a bad reputation. Today, with the megaphone of social media, it can happen in seconds. And when it does, all the good will your salespeople have worked so hard to build up will be wasted. Without a consistent approach and mindset to bridge the gap between sales and service, your organization could be risking revenue, customer loyalty and even great salespeople, who won’t want to stick around when the relationships they’ve spent months developing are destroyed in an instant by a fumbled customer service issue.

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Webcast

Webcast

Fix Sales Forecasting Forever

July 21, 2017

 

For many organizations, sales forecasting is a massive exercise in futility. No matter the approach, it always seems to consume a tremendous amount of energy and produce a dubious result. It doesn’t have to be this way! During this session, attendees learn a simple, new approach that will forever change how you forecast – reducing the level of effort and increasing forecasting accuracy.

The session will include an overview of:

  • A simple mathematical model that can be used to test the validity of your forecast
  • The only 6 metrics that affect your sales forecast and how to use them
  • How to use calculated win probabilities to bring objectivity into your opportunity-based forecast
  • How you can eliminate Excel spreadsheets from your forecasting exercise

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Webcast

Webcast

Building for Growth – Creating a Successful Model of Future Sales Compensation

July 20, 2017

 

As companies move through the growth curve towards maturity, selling strategies need to change. During this period, legacy sales compensation plans and processes often struggle to keep up. This can create misalignment between the tactics needed for growth and the motivation of the sales force.

 

This webinar describes the top five tips for how to create a successful model of future sales compensation. The tips cover compensation plan design, as well as the scalable processes needed to future-proof your model.

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Webcast

Webcast

Modern Learning for the Modern Sales Team

July 17, 2017

 

In the age of Snapchat and YouTube, today’s sales professionals live on their mobile devices to connect, collaborate and learn. Considering people process visuals 60,000 times faster than text, and that adding visuals increases information retention 5.5x, it’s critical that modern sales teams incorporate video into their sales learning strategy.

 

This webcast examines how sales learning can be designed to fit the way modern sales teams work today. Topics discussed include the effective use of peer learning and social sharing to drive sales performance, and why mobile video technology works so well for coaching, collaboration and reinforcing new learning.

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Webcast

Webcast

The Missing Link in Your Coaching Initiative – The Head Coach

June 29, 2017

 

Many sales organizations recognize the tremendous value effective coaching can add to their other sales initiatives. Unfortunately, most coaching programs produce little change in the behavior of sales managers. Why is this, and what can you do to ensure your coaching initiative doesn’t suffer a similar fate? Join us for this informative session where we will help you unlock the key to maximizing the impact of your coaching programs by providing specific strategies and tactics to help your sales leaders play the critical role of head coach. In any performance organization, an effective head coach is essential to helping other coaches stay on task, develop their people and drive performance.

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Webcast

Webcast

When Challengers Fail - Refocusing Sales Efforts to Keep and Grow Customers

June 26, 2017

 

What happens when a salesperson accustomed to challenging the status quo becomes the status quo? Like the dog that catches the car its chased, or a gadfly unexpectedly elevated to political power (to wit: our current US political drama), those best at upending the present may offer dubious value in the future. In fact, new sales research shows “challenging” is poorly suited for retaining and expanding customer relationships; which is to say, for the overwhelming majority of firm sales.

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