Webcast

Webcast

Sales Forecasting Fundamentals - Part One of a Three Part Sales Planning Series

November 20, 2017

Many sales effectiveness leaders prepare new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and is the first of a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensure year-round forecasting and pipeline management effectiveness.

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Webcast

Webcast

Four Ways to Improve Sales Force Selling Time

November 06, 2017

 

Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approaches for minimizing the sales organization’s administrative activities, and getting back to the work that drives revenue. Topics include:

  • Evaluating and improving sales process
  • Replacing paper intensive process with digital process
  • Speeding up closing with automated proposal, contracts, approvals, and signatures
  • Establishing a culture of automation

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Webcast

Webcast

How Will AI Change the Sales Force?

October 30, 2017

 

The buzz surrounding artificial intelligence (AI) and its potential impact on sales organizations includes predictions of massive job losses and obsolescence for traditional sales roles. Are these claims over-hyping AI’s potential, or do they reflect the inevitable consequence of continued technological progress? How should sales leadership anticipate a future that includes AI? Join us for a web panel featuring sales technology experts who discuss how AI will (or won’t) change the sales force.

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Webcast

Webcast

Why Your Sales Onboarding Process Is Broken & How to Fix It

October 25, 2017

 

Many of us are familiar with the “10,000 Hours” rule popularized by Malcolm Gladwell in his book, Outliers. The theory goes that for anyone to reach the “tipping point” of greatness, they must study or practice a specific skill for 10,000 hours. In the years since, the theory has been largely debunked, replaced in many circles and supported with research, by the idea that greatness is not based on quantity, but rather on the quality of “deliberate practice,” or the process of mastering a skill by focusing very deliberately on the sub-skills that comprise it.

 

The first, and perhaps most important learning activity for your sales team is their initial onboarding period, yet most companies fail to focus on the importance of what happens after boot camp, or how to activate learning in the field. Becoming a high-performing sales rep requires each individual to master any number of sub-skills – ranging from prospecting and discovery, to active listening, to negotiation and closing – all of which can benefit from deliberate practice.

 

In this webinar, our speakers discuss how to apply the theory of deliberate practice to the development of your sales reps, particularly during their critical onboarding period, including:

  • Understanding the knowledge and skills of your top performers, and establishing specific competencies or sub-skills that must be mastered for success
  • Mapping your onboarding program to your sales process, as well as your customer’s path to purchase, with specific behavioral criteria for each
  • The role of sales managers in creating a continuous feedback loop of coaching and proactive intervention
  • The benefit of mobile applications to reinforce and incentivize continuous, deliberate practice, long after boot camp is complete

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Webcast

Webcast

Sales Operations’ Impact on Sales Talent Management

October 06, 2017

 

Smart sales organizations capitalize on every available opportunities to improve sales talent management. One often under recognized contributor is sales operations. Sales ops departments contribute mightily to salesperson effectiveness, job satisfaction, and sense of engagement. This webcast explores approaches for maximizing salesperson success and satisfaction through sales operations' contributions.

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Webcast

Webcast

Supercharge Sales Performance with Data

September 29, 2017

We want actionable information, not data challenges. In the age of big data how can sales leaders avoid being caught up in information overload? Having access to so much information can sometimes feel as if we’re swimming in it. As a sales leader, you want to make the most educated decisions that will bring in revenue for your organization and drive performance amongst your teams. In this webinar, Supercharge Sales Performance with Data, we highlight:

  • Five metrics all sales management professionals should be measuring and analyzing
  • How predictive analytics can help you unearth trends in your organization
  • Why data-driven sales leaders build results driven teams

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Webcast

Webcast

Developing Revenue Growth Initiatives

September 14, 2017

 

Organizations usually look to increase revenue, but often lack clear action plans for achieving their growth objectives. This webcast examines three sources of revenue growth – acquisitive growth, market growth, and organic revenue growth – while suggesting analysis techniques that help management diagnose growth impediments, identify actionable priorities, and quantify achievable objectives. Presenters will also present five categories of revenue growth initiatives (go-to-market strategy, human capital, rewards and incentives, organizational effectiveness, and sales enablement) using case study examples of firms successful in restoring positive revenue growth.

 

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Webcast

Webcast

Transform Your Sales Onboarding to Drive Better Outcomes

September 11, 2017

 

No matter the size of your sales team, the turnover you experience or the solutions you provide, onboarding new people can be an enormous challenge. Studies indicate the longer the time to achieve quota, the less likely someone is to succeed in their sales role. But how do you onboard new people in an efficient and effective manner without investing an exorbitant amount of money? This session offers a new paradigm for collaborative onboarding that promises to deliver better results, at a lower cost than ever before possible.

 

During the session you will learn:

 

a. How to develop a scalable, collaborative onboarding program that is equally effective for 2 or 2,000 new sellers

b. Strategies for securing broad support for your collaborative onboarding approach

c. How to engage and enable sales managers to participate in the onboarding of their new people

d. Strategies for leveraging your existing learning in the onboarding process

e. Approaches for assessing the progress of your new-hires and for productive interventions as needed

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Webcast

Webcast

Research Update: Sales Manager Training Tactics

September 01, 2017

 

As a follow-on study to last year’s research on sales manager training, this first look research review webcast takes a more detailed look at the specific topic, tactics, and priorities given to sales management training initiatives. It benchmarks firms’ investments in manager training, as well as specific approaches used to reinforce learning and measure results.

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Webcast

Webcast

Sales Enablement Success at Symantec

August 21, 2017


Last year Symantec acquired Blue Coat, defining its position as an innovative cybersecurity leader. At the time, Blue Coat was scaling rapidly with revenue exceeding $750 million. Chris Fulmer was a part of BlueCoat's sales enablement team as it scaled and is now Director of Sales Enablement for Symantec.


In our upcoming webinar on 17 August, Fulmer details how BlueCoat leveraged sales enablement initiatives as it doubled its sales team. He will also discuss sales enablement's vital role in mergers, and how a data-driven sales enablement approach is essential for maximizing sales effectiveness.

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