Webcast

Webcast

Building a Smart Sales Plan

October 09, 2014

 

A recent Aberdeen report on sales performance effectiveness reveals that there’s a large gap between best-in class firms and the rest of the pack when it comes to meeting quotas. While 84% of the best-in-class companies met quota, only 55% of average and 15% of laggard companies reported hitting their targets. This significant gap underscores the shortcomings in the typical sales planning process. While best in class sales organizations execute flawlessly on their plans, many others struggle to meet their targets, delivering consistently underwhelming results. 

 

So what’s going wrong?

 

Effective sales plans rely on alignment across a wide range of parameters: segmentation strategy, territory and quota assignments, channel management, performance targets, compensation strategies, revenue and expense forecasts, deal execution, etc. This alignment is not an easy task, thanks to the multiple inputs and decision points, from corporate levels all the way down to the account level.

 

In this webinar, we’ll discuss how to effectively integrate full data sets on rep coverage, quota, accounts, product mix, territories, overlays, and channel partners to create data centric plans.

 

Attend this session and learn from industry experts how to:

  • Spot and adapt to sales disruptions such as attrition, churn, and coverage gaps early in your sales cycles
  • Combine disparate data streams in real-time to create and operationalize data-driven sales plans
  • Improve sales productivity and effectiveness by aligning all the moving parts of your process
  • Leverage on-the-ground expertise of your territory managers and collaboratively align top-down and bottoms-up inputs

Register to Read More of this article

Webcast

Webcast

How to Avoid the 5 Most Common Mistakes with Sales Incentive Systems

October 08, 2014

 

By now, most companies have put in place an Incentive Compensation Management system to automate incentive calculations. Discover the 5 most common things that are holding back these companies from truly realizing the promise of Sales Performance Management systems. From poorly designed dashboards to ineffective use of data, most firms can be doing much more to get a better ROI out of their sales incentive systems - and more importantly get a leg up on their competition.

Topics include:

  • Examples of common practices of IBM's most successful clients
  • Suggested tactics and strategies for your firm
  • Where is SPM going, and how can you be ready for it?

Register to Read More of this article

Webcast

Webcast

Refocusing Sales Enablement Investments – On Sales Enablement

October 06, 2014

 

Sales enablement solutions – even successfully implemented ones – don’t always improve salesperson effectiveness. Instead, they improve Marketing’s ability to reliably deliver content into the hands of prospects and customers. Along the way, actual selling activity often gets lost.

 

Today’s savvy buyers have heightened expectations of your reps, often giving them just minutes to demonstrate value. Yet nearly 1/3 of enterprise sales reps – even those with extensive market and product training – arrive at sales calls unprepared to apply the information and context needed to drive buying decisions.

 

So how do firms properly enable that, and successfully apply their investments to actually influence reps’ behavior? This webinar helps sales enablement pros move beyond content management processes and share new approaches for knowledge reinforcement and behavior changes that are proven to enhance sales performance.

Register to Read More of this article

Webcast

Webcast

Compensating Sales Managers

October 02, 2014

 

Management spends plenty of effort designing salesperson incentive compensation plans, but the first-line sales manager pay plan is often an afterthought. This webcast reviews essential plan design principles important for first line sales managers; explores common plan design pitfalls; and takes a close look at three commonly-used manager pay plans.

Register to Read More of this article

Webcast

Webcast

Driving Sales Profitability through Incentive Compensation

September 25, 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. This webcast outlines effective incentive compensation strategies for driving profitable sales.

Register to Read More of this article

Webcast

Webcast

Social Selling: From Cold to Close

September 02, 2014

 

Social selling - a trendy, yet ill-defined phrase. How many business-to-business salespeople are actually using social media to sell – and how? In this session we introduce a framework for leveraging social media to improve sales productivity, and share examples of sales organizations who have unlocked the power of social for their direct sales force. This presentation address the following questions:

  • What is “social selling?”
  • How do we move social selling beyond networking to cultivate and expand key relationships?
  • How can I improve sales productivity by improving the efficiency and effectiveness of reps’ social media skills?
  • How can our reps use social to “listen” more effectively to their buyers?
  • How do we ensure that our reps online presences aligns to the offline presence we strive for?

Read more

Webcast

Webcast

Three Best Practices for Modernizing Lead-to-Money Processes

August 22, 2014

 

Smart devices, cloud platforms, and mobile applications promise productivity increases for sales organizations. By 2020, 450 billion business transactions will take place on the Internet daily, and already mobile device sales are out-pacing those of PCs. But some sales organizations may find themselves scrambling to keep pace with these changes, while transitioning away from spreadsheet and paper-based processes.

 

This webcast presents three best-practice approaches for modernizing sales processes essential for converting leads to revenue.

 

Specific topics addressed include:

  • How to shorten the sales cycle through electronic workflows and approval processes
  • How technology can help you reduce errors in contract, product selection and pricing
  • How to increase productivity
  • How to eliminate paper, hassles and wasted time

Register to Read More of this article

Webcast

Webcast

Aligning Strategy and Sales

August 20, 2014

 

The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on average, companies deliver only about 50-60% of the financial performance their strategies promise. That’s a lot of wasted money and managerial effort.

 

In this webinar, Frank Cespedes, author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press, 2014), can help your firm improve performance. He focuses on what both strategists and sales leaders must do to close the gap, provide practical advice about pricing and sales productivity, and leave you with diagnostics that you can use with your team after the webinar.

 

Frank Cespedes teaches at Harvard Business School. He has run a business, served on Boards for start-ups and corporations, and consulted to many companies around the world. He is the author of five books as well as articles in Harvard Business Review, Wall Street Journal, California Management Review, and other publications.

Read more

Webcast

Webcast

Managing Unfair Competition: Sales Organizations and the Law

August 18, 2014


Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approaches for avoiding outcomes disadvantageous to your firm.

Presented by Elarbee Thompson attorneys Richard Escoffery and Douglas Duerr, this session focuses on:

  • External Relationships – Who really “owns” the client relationships and how can you safely allow your employees to develop relationships with your customers?
  • Information – How do you ensure your proprietary company and product information is kept confidential and out of the hands of your competitors?
  • Internal Relationships – People are your most valuable asset. How do you retain them when their “favorite” sales manager leaves?


Using real-life case studies and non-legal jargon, this session presents management with easily understandable options for anticipating risk, avoiding liability, and competing fairly.

Register to Read More of this article

Webcast

Webcast

Research Update: Automating Sales Processes

August 07, 2014

 

Automating sales process holds great promise for improving sales force productivity. In this webcast we review findings from our recent research initiative on sales process automation, focused on how, why, and to what extent sales organizations are automating core sales processes.

Research focus areas include:


• Which core processes are most effectively automated? Which less effectively?
• What technologies are sales organizations using to automate selling activity?
• What are management’s priorities in automating sales process?
• How will sales organizations direct future investment in sales process automation?

 

Register to Read More of this article

View more resources