Successful territory mapping can help create focus and accountability, especially when synchronized with well-designed incentive compensation.
Wall Street has punished your stock for missing your revenue estimates.
Join us for exclusive insights from a survey of top sales leaders on how the link between customer experience and sales is strengthening.
WebcastResearch Update: Sales Forecasting Effectiveness
February 27, 2015
This research update examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We will identify core practices, processes, and resources considered essential to forecasting; reveal factors that contribute to effective sales forecasting; and determine how salespeople and managers interact in sales forecasting initiatives.
Join us for this webcast, in which we’ll provide preliminary findings from the research, addressing issues such as:
- What formal forecasting processes are used?
- What kinds of performance are forecasted, using what planning horizons, and with what frequency, using what inputs?
- How accurate are sales forecasts, and what factors influence forecast accuracy?
- Who within the firm directs sales forecasting efforts, and who is most vested in their accuracy?
- How do management and sellers interact when preparing, reviewing, and assessing forecasts, and how does their respective involvement influence forecasted results?
- How do firms differentiate between pipeline management and sales forecasting?
- How do forecasting efforts relate to the core sales process categories of call management, opportunity management, customer management, and territory management?
- How are firms developing forecasting skills within the sales organization?
WebcastFive Key Trends Shaping Sales Compensation Today
February 26, 2015
New technology, new research, and an evolving work force are changing the landscape of sales compensation. Listen in on this webinar to find the 5 biggest trends shaping sales compensation, why they’re occurring,and what it means for your role. Specifically, we will cover:
- Globalization of sales compensation and thecentralization of administration
- How intrinsic motivation research impacts yoursales incentive program and philosophy
- Motivating millennials – what needs to bedifferent?
- Metric shift from revenue toward margin andprice
- Accommodating the shift to inside sales
Webcast2015 Sales Execution Trends Research Findings
February 23, 2015
Feel confident in what you’re going to achieve in 2015? Want to see what your peers said?
Qvidian surveyed sales and marketing executives from companies around the globe to better understand their outlook for 2015. They’ll share what they uncovered, including:
- Executive management priorities imply that most organizations continue to be in growth mode for 2015.
- Slow sales rep ramp up continues to be the relentless hurdle for organizations achieving quota.
- To increase sales effectiveness, organizations plan to focus on personalizing the buying experience.
- Efficiency maintains a priority for organizations with increasing upsell/cross-sell efforts as well as streamlining sales processes as top objectives to do so.
Join Qvidian’s CMO Christopher Faust as he reviews the results of their annual Sales Execution Survey, including key objectives for sales organizations in 2015, the challenges and obstacles they expect to face, as well as the investment areas needed to improve sales execution.
WebcastThe Art and Science of Setting Quotas
February 16, 2015
Quota setting is consistently at or near the top of the list of sales compensation challenges for most companies. One reason is because ineffective quotas can derail even a well-designed sales compensation program. Many sales organizations consider poorly-set quotas among the chief threats to sales force motivation.
Prevailing practice contributes to poor quota-setting outcomes. These include an over-reliance on historic performance that may mask actual market opportunity, or a quota-setting process that salespeople don't understand or trust. As the linchpin that connects the sales force with firm strategy, quota setting must address more than numbers alone. Effective quota setting also includes people and process, combining art with science.
In this webinar, Mark Donnolo, managing partner of SalesGlobe and author of The Innovative Sale and What Your CEO Needs to Know About Sales Compensation, discusses the top quota-setting challenges and some best practices you can apply to answer questions like:
• Should we set quotas on historical performance or market opportunity?
• Are we actually penalizing our best reps?
• Is the issue the people, performance, process, or quota?
• What can real-life experiences from other organizations teach us?
• How can we combine the art and science to get beyond the math?
Kevin Gray, Director, Product Marketing at Anaplan, will also join to talk abour how your organization can plan and distribute your sales quotas with collaboration that aligns top down revenue targets with bottom up sales quotas.
Research BriefResearch Brief: Sales Performance Reporting
February 16, 2015
Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices.
Specific areas of focus for this research include:
- Identifying current approaches for provisioning sales reporting;
- Determining management's priorities for improving sales dashboard reporting effectiveness; and
- Assessing the use of enabling technology for improving reporting efficacy and reach.
WebcastUncover Hidden Insights in Your Sales Comp Data
February 13, 2015
Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such information - but it hasn't always been easy. This webinar will explore how new developments in natural language-based cognitive computing promise to help your compensation team see non-obvious patterns in their data, pursue ideas and improve all types of decisions for the compensation program.
This session also focuses on a use case illustrating how sales compensation data can reveal insights into plan effectiveness, including predictive insights related to salesperson success , and optimal approaches to changing territory organization.
Additional topics include trends in analytics for sales compensation departments, and overcoming data preparation challenges.
Research BriefResearch Brief: Sales Onboarding Practices
February 12, 2015
When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding practice in business-to-business sales organizations, identifies onboarding program elements that contribute to success, and quantifies onboarding’s business impact.
Based on data from more than 100 firms, our study shows wide variation in onboarding program effectiveness. For more than 60% of firms, sales onboarding success lags management expectations. This results, in part, from onboarding programs’ insufficient structure, and inconsistent application.
WebcastUS Job Market – Economic Update For Sales Leadership
January 29, 2015
What better way for sales leaders to ring in the New Year than taking a nice look back on 2014’s job market. In this webinar, we will shed light on the employment market as it applies to sales organizations.
We will be taking a deeper look at the economic trends from the past year and their impact on the current state of the economy. When the jobs numbers are released throughout 2015, this webinar will help you understand what the expertise look at and decipher this information.
- 2014 Job trends
- What to be prepared for 2015
- Biggest trends to look out for in the upcoming quarters
WebcastSales Leadership’s Guide to Sales and Marketing Alignment
January 26, 2015
There’s lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads. It’s the natural consequence of competing agendas in resource-constrained corporate environments. This webcast presents effective strategies for sales leadership in resolving the inevitable with marketing.
- Common points of sales and marketing friction
- Opportunities to align marketing with sales leadership’s objectives
- Practical approaches for resolving conflict
WebcastThree Steps to Make Sales Manager Training Stick
January 23, 2015
Why is it that just weeks after a sales manager training, everything goes back to the way it was,as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't with the concept of sales training at all. Any change management theory worth its salt will tell you that training alone does not get people to change what they do or how they do it, no matter how good, targeted and relevant the training might be. Lasting change is possible only when the interrelated systems, processes and people impacted by the change are re-aligned, supported and measured over a considerable period of time using a holistic approach. In this session you will learn how to incorporate change management principles into your sales manager training to ensure that it will stick long-term. While using training as a key lever, you will gain an understanding through real client examples and lessons learned of how to facilitate targeted change that includes, but doesn’t over-rely on training alone to accomplish the desired outcomes. You will gain tactical suggestions and tools for doing this withoutbreaking the bank, or the organization.
- Examine common approaches to training sales managers and contrast them with holistic best practices that drive real results.
- Build upon change management principles to create a practical, powerful process to facilitate change through sales manager training in less-than-ideal circumstances.
- Gain understanding of a three-part change approach that gets front-line sales managers to change their sales management practices.