This webcast profiles key imperatives for territory and quota management initiatives, and offers tests firms may use to measure their own effectiveness.
Combining CRM data from Salesforce.com with other critical enterprise systems, BMC gives salespeople real time information and robust analytics – all accessible from mobile devices using a single MicroStrategy Mobile application. Learn more.
This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices.
WebcastAccelerating New Salesperson Productivity: Strategy and Best Practices
April 14, 2014
Productivity lost as new-hire salespeople ramp up costs sales organizations dearly, and new-hire failures even more. Yet sales forces too often adopt a "sink or swim" approach to new salesperson success - accompanied by management's grudging acknowledgement that new salesperson turnover will be forever high.
A better approach is to make new salesperson onboarding a strategic productivity asset. Using structured, tested approaches for accelerating new salesperson productivity, organizations can drive big gains in sales capacity, effectiveness, and quality of life for managers, salespeople and customers.
This webcast outlines important elements of effective onboarding approaches, including essential support tools, processes, and management practices.
WebcastStreamlining Sales Approval Processes
March 28, 2014
What’s a sales force’s most expensive asset? Its sales managers’ time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching opportunities and diminished influence on other business outcomes. The trouble is, it’s not always easy separating managers from administrative activities.
One area that is most troublesome is deal approvals. Sales management is the right place to focus proposal authority and oversight – but it's also an easy place to bog managers down with inefficient processes. This webcast examines how businesses can create streamline approval processes through efficient content management and technology use.
WebcastGetting More from Marketing: Strategies for Sales Leadership
March 27, 2014
Aligning the sales and marketing function is a long-standing challenge. But it’s taken on greater urgency of late, as disruptive technology has changed what buyers expect from salespeople. In response, firms are re-thinking how best to sell and market, even restructuring responsibilities between sales and marketing departments, and implementing new collaborative approaches for reacting quickly to fast-changing markets.
Sales leaders must ensure their teams receive quality support from marketing, often in the form of content, collateral, leads, and intelligence. They must also make sure the sales organization communicates important customer insights to marketing, creating feedback that will influence marketing investments to best support productive selling.
This webcast explores emerging trends and best practices related to sales and marketing alignment from the sales leaders’ perspective, and includes a series of practical easily implementable ideas that can enhance the sales force’s collaborative relationship with marketing.
WebcastRefocusing Sales Management’s Coaching Impact
March 14, 2014
Lots of companies consider sales coaching a priority – but few invest in it. Most sales managers consider themselves coaches – but few find time to truly coach salespeople. Why do these disparities persist, and what are their root causes? This webcast examines the real reasons managers don’t coach.
Topics include: establishing measures of coaching effectiveness, providing managers with information essential to productive coaching, assisting managers with specialized coaching communication skills, diagnosing salesperson skill gaps, and focusing salespeople on developmental activities.
WebcastCourse Correcting the Sales Plan
March 14, 2014
You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales productivity and threaten results. These can include salesperson attrition and open headcount, expected opportunities going cold, lapses in sales coverage, misfires with compensation program changes, and questions about sales competencies and tactics.
Virtually all high-performing sales organizations course correct plans in the face of potentially disruptive issues. Q1 represents a crucial inflexion point for doing so – before sales activity lurches too far off-track, and in time to influence annual performance.
Sales leaders can get a jump on course corrections by combining the right analytics and planning processes with a sound planning methodology. This webcast profiles the efforts of one company to manage sales planning, including mid-year plan changes, through a comprehensive approach.
WebcastThe Next Level of Transparency: Improving Sales Leadership's Performance Insights
March 06, 2014
There is no status quo in sales, only constant evolution. Too often, the speed of change facing sales leaders forces them to make decisions without data - or worse, with data that isn't trusted. What's needed are data gathering and reporting platforms that keep pace with business changes, and which offer a clear view of sales activity, performance, and accurate forecasts.
This next level of transparency will offer leadership new insights, and new opportunities to impact change and drive performance. This webcast highlights how leading sales organizations are transitioning into highly transparent, data-driven organizations, and details best practice approaches to enabling sales productivity.
WebcastFire Your Coaching Model
February 21, 2014
Many firms consider sales coaching important, but remain unsatisfied with their coaching model. In fact, basic approaches to sales coaching have often been in place for decades, despite their lackluster impact. Management training reinforces poor-performing coaching approaches, guaranteeing the same poor outcomes.
Breaking this cycle of failure must start with firing your coaching model. In this webcast, Vantage Point Performance’s Jason Jordan and Michelle Vazzana discuss the current state of sales coaching, why traditional coaching models fail, and how to deploy a simple new coaching model that will finally move your sales force off the treadmill and running toward quota.
WebcastLead to Money: Aligning Finance with Sales and Marketing Processes
February 14, 2014
We all agree that sales and marketing alignment is critical. Companies that have the two teams working together reap the rewards. But the "lead-to-money" process isn't fully optimized without integrating Finance’s involvement.
This webcast outlines how an optimized lead-to-money processes combines the coordinated involvement of the Sales, Sales Operations, Marketing, and Finance departments in high-performing organizations. By aligning goals, effort, and support resources, firms can realize accelerated pipeline throughput, improved sales effectiveness, and increased productivity.
- Implementing improved lead generation strategies that increase lead quality.
- Quantifying opportunity and deploying sales resources against true territory potential, using enhanced analytical techniques.
- Training, enabling, and coaching sales teams throughout the sales cycle.
- Motivating salespeople to drive deals to closure through proper incentives.
WebcastManagement’s Sales Planning Tune-Up
February 13, 2014
Effective sales plans require a wide-ranging set of inputs: performance targets, segmentation strategy, territory and quota assignments, expense projections, incentive compensation approaches, and more. Bulletproof plans distinguish sales organizations that execute flawlessly from those with poor direction and underwhelming results.
What makes a great sales plan? This webcast examines core practices essential to sales planning, including critical areas managers can focus on now to ensure more actionable sales plans for the coming year. Topics include how to combine disparate data streams, align top-down and bottoms-up inputs collaboratively, and integrate real-time analytics.
WebcastSales Performance Management Strategy for 2014
February 07, 2014
Does your organization have a clearly articulated strategy around Sales Performance Management? If not, you probably should -- research shows that companies that invest in sales performance management have a higher percentage of reps that make quota, lower sales turnover, shorter sales cycles, and faster revenue growth. This webinar is a primer for how your organization can create a 2014 SPM strategy around people, processes and technologies to realize these competitive advantages. It offers key insights into the next steps after your sales compensation plan is rolled out: where you should focus efforts to monitor and improve sales performance so you get the optimal return on your sales compensation spend.
Topics covered include:
- Incentive Compensation Management
- Analytics & Dashboards
Chad Albrecht, CSCP, Principal at ZS Associates, and Justin Lane, Manager at ZS Associates