Organizing the Sales Force to Grow Existing Accounts
We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts?
There’s lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads.
For years, the Holy Grail of training has been the ability to go beyond information delivery and simple skills assessment to identify a direct, positive impact on business results.
WebcastProcess vs. Technology - The Battle for Sales Productivity in 2015
December 18, 2014
Less than a third of companies didn't see ROI from their sales technology investments in 2014, according to a research study conducted with the Sales Management Association. Meanwhile, 54 percent of high-performing sales teams have a clear, well-defined process. These two statistics illustrate what could be the most important question for sales managers in 2015: What should come first in an effective sales productivity strategy—process or technology?
In this webinar, we'll answer the following questions:
- How does an organization identify problems with process and technology?
- What are barriers to creating a strategy that balances visibility with simplicity?
- How much time should be spent on process?
WebcastImproving Your Sales Team's Closing Skills and Win Rates
December 15, 2014
Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and help sellers add to buyers’ decision-making challenges.
This webcast is designed to help to sales managers improve their teams’ win-rates. Topics covered include:
- How to help salespeople prepare before every client meeting in order to create the conditions for good decision making.
- Ensuring salespeople spend less time talking at clients and more time discussing with clients those decisions that will best serve client needs.
- Implementing a simple, reliable process to determine when customers are ready to close.
- Salespeople who adopt these skills dramatically improve win rates. By enabling their clients to make better decisions, your salespeople are far more likely to achieve mutually beneficial outcomes so that closing the sale becomes an enjoyable and rewarding process for everyone.
WebcastResearch Update on Sales Onboarding Practices
December 11, 2014
Onboarding programs attempt to accelerate new salesperson productivity and new hire success rates. Our recent research examines sales onboarding programs in business-to-business firms. Join us for this webcast, in which we’ll provide preliminary findings from the research, addressing issues such as:
- Onboarding program best practices
- Supporting tools and platforms used for salesperson onboarding
- Onboarding program impact on time-to-productivity for new hires
- Effective approaches for addressing common onboarding program challenges
- Management's investment priorities for improving onboarding program effectiveness
WebcastSales Force Enablement - Best Practices and Emerging Trends
December 05, 2014
The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales productivity and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. To create sustainable business impact and to increase the value of sales conversations, an organization’s specific selling challenges have to be addressed.
A customer core approach that covers the entire customer’s journey is the foundation of a strategic sales force enablement approach. Additional key elements have to be integrated with current concepts to evolve sales enablement to sales force enablement.
Upon viewing this webcast, your main takeaways will be:
- Why a customer core approach is key to success, and how to design it
- Why frontline sales manager are a key target group
- Why not only sales and marketing are relevant – how to take advantage of a strong foundation in sales operations
- Why connecting the dots between content and training creates immediate value
Management ToolAnnual Sales Meeting Toolkit
November 17, 2014
The annual sales meeting is an important event to set the tone for the year with your sales teams. It is the perfect time to communicate strategy, set priorities, and generate excitement for the year. We have organized a toolkit to help you get started.
Management ToolAnnual Sales Meeting Survey
November 17, 2014
The Sales Management Association’s recent research identified “lack of field input on prioritized meeting content” as a frequently cited shortcoming of annual sales meetings. This document provides a survey tool for use in soliciting field input on their content priorities, and how best these might be presented at an annual sales meeting.
WebcastOperationalizing Sales Force Enablement
November 16, 2014
Sales can’t be automated. There are too many variables in complex selling interactions that require sales professionals to be able to adapt in the moment. Instead, an effective enablement strategy must consider how to harness the best practices of your team and ensure these practices permeate the organization. Supporting the sales team’s ability to bring value and ingenuity to the sales process will increase differentiation in the eyes of customers.
This webinar focuses on how organizations can design an enablement services plan to capitalize on the situational fluency of their sales professionals.
WebcastBuilding Sales Manager Bench Strength
November 12, 2014
Though most firms acknowledge first-line sales managers’ critical role, few organizations react quickly enough in responding to sales manager turnover. Vacant manager positions have an outsized impact on sales performance, since an entire sales team may be adversely affected. By developing sales manager “bench strength,” firms can more quickly react to manager turnover, and speed new manager ramp-up.
This panel features a discussion on how organizations are identifying and developing rosters of high-quality manager candidates, and supporting new manager effectiveness through bench-building programs.
WebcastSales Compensation Plan Designs That Improve Profitability – 3 Case Studies
November 10, 2014
Sales organizations must do more than simply grow the top line – they must grow revenue profitably. And most firms empower salespeople with enough decision-making authority to impact profitability. Decisions that involve pricing, product mix, solution development, and customer expense management can all profoundly affect profits as well as sales.
How should sales organizations manage performance across two opposing objectives – growing top line, while managing the bottom line? Incentive compensation represents an essential component of any firm’s approach to appropriately directing salespeople to profitably grow revenue. The second of a two-part series, this webcast outlines effective incentive compensation strategies for driving profitable sales. Three case study plans are presented, along with design considerations that illustrate best practice.
Research BriefInside Sales Trends
November 07, 2014
Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include:
- Current approaches in inside sales force deployment
- Leadership’s inside sales management challenges
- Assessing the adoption and effectiveness of enabling technology used to support inside sales forces
- Quantifying inside sales force growth trends