Webcast

Webcast

Enabling Channel Sales

September 22, 2016

 

Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. 

 

In this webcast, we reviewed key elements of effective channel enablement strategy and practical initiatives for maximizing access, coaching, and engagement with your channel partners.

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Webcast

Webcast

The Cost of a Bad Sales Manager (...US$3.5 million)

September 15, 2016

 

We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it… Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-performing sales managers? What’s the impact of managers who perform at a lower level?

 

New research by Vantage Point shows that the average cost of a low-performing sales manager is a whopping $3.5 million in lost revenue. Per manager. Across an entire sales force, that adds up to huge opportunity costs. How about your sales organization? How much is bad management costing you?

 

The GOOD news is, the research also shed light on the nature of these challenges and how to overcome them. Join us as we share the details of this research, as well as other insights from a new research project with the Sales Management Association. You will learn:

  • Why low-performing sales managers are so costly.
  • How to calculate the cost for your own organization.
  • How manager performance trickles down to sales reps.
  • Why these performance gaps exists.
  • How performance improves with focused investment.
  • Which investments in management capability have the greatest impact.

 

You will leave this webcast with a clear understanding of the critical areas where sales management struggles and how to bolster performance with targeted development effort.

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Webcast

Webcast

Research Update: Managing Sales Compensation

September 01, 2016

 

Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization’s energy and attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast presented initial findings from recently-concluded Sales Management Association research on Managing Sales Compensation. The research examined current sales compensation management practice, quantified factors differentiating high and low performing firms in this area, and identified emerging issues and management priorities.

 

Topics addressed included:

  • Sales compensation management practices within business to business sales organizations.
  • Factors responsible for effective sales compensation management.
  • Management’s critical issues and improvement priorities. 
  • Emerging capabilities essential for effective plan administration.
  • Sales compensation management’s impact on firm performance.
  • Technology trends and ROI. 

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Webcast

Webcast

Research Update: Sales Forecasting Effectiveness

August 30, 2016

 

A study of emerging trends and best practices for sales leadership. This research examined sales forecasting in business-to-business organizations. Research questions identified core practices, processes, and resources considered essential to forecasting; revealed factors that contribute to effective sales forecasting; and determined how salespeople and managers interact in sales forecasting initiatives.

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Webcast

Webcast

How to Map Sales Enablement with the Buyer's Journey

August 25, 2016

 

High-performing sales leaders know that the buyers now drive the sales process, and sales teams trained to navigate the buyer journey can close more deals and build stronger relationships. During this live webcast, Octiv chief marketing officer Brad Gillespie and GameTime VP of Marketing & Product Development, Fred Wiechmann, discussed the following:

  • How to enable salespeople to meet buyer needs while maintaining consistency and measurable goals.
  • How to prioritize the challenges to building a predictable and personalized approach to the buyer journey.
  • How to align marketing efforts with sales enablement and sales productivity.

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Webcast

Webcast

Sales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach

August 11, 2016

 

Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,” but fewer tools offer insight into “skill.”

Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. In this webcast, we detailed a business case for using a new generation of sales talent assessment tools, and revealed the characteristics of a good assessment methodology. In addition we reviewed research that offers insight into key personality traits of effective hunters and farmers.

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Webcast

Webcast

Sales Development: An Emerging Selling Role Driving Sales Productivity

August 03, 2016

 

High-growth technology firms are abuzz with “sales development” – a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel, before handing them off to others in the sales force. SDRs are widely credited for the exponential growth rates in some of the tech sector’s best known firms.

 

But SDRs aren’t limited to early-stage tech firms. In fact, sales organizations in mature industry sectors are also finding value in the SDR concept. This webcast detailed how leading firms use SDRs effectively, and covers key concepts important for sales organizations considering adding a specialized sales role focused in prospect development.

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Webcast

Webcast

Secrets to Making Your Sales Methodology Stick

July 28, 2016

 

Sales forces spend countless hours installing new sales processes and training salespeople to execute them. But despite these investments, most fail to reach adoption levels sufficient to make the new sales methodology “stick.”

The reality is that successful sales transformation requires both short-term and long-term steps that engage and align sales forces around the right behaviors, and deliver the tools and content needed to educate and motivate salespeople for sustainable change. 

This webcast featured best practices for boosting the success of your sales transformation initiative, including:

  • How to identify gaps in your current methods of sales change management and reinforcement;
  • A 5-step model for effective sales transformation, and the links to improved financial performance,
  • The critical role of front-line managers for team modeling and coaching, and
  • Next-gen applications for measuring the adoption and application of new sales capabilities at-scale.

Dan Dawson of GrowthPlay and

Lisa Clark of Qstream 

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Webcast

Webcast

Sales Messaging: Managing Quality, Consistency, and Effectiveness

July 12, 2016

 

Sales organizations with predictable, profitable revenue growth are defined by consistency in process, messaging, and execution. This webcast focused on how high performing firms establish consistent practices in these three areas.

 

Using case study examples and best practice management approaches, presenters detailed how to develop effective sales messages, link them to process steps, and ensure their effective delivery by the sales organization.

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Webcast

Webcast

Sales Performance Management Case Study: TIM

July 06, 2016

 

When it comes to sales compensation, managers realize two things early on. The first thing is that paying salespeople accurately, and on time, is vitally important. The second, realized not long after the first, is that they’re going to need to change their sales compensation programs, sooner or later. And that’s almost always sooner, given how quickly the markets require companies to adapt and the sales jobs approach needs to change accordingly.

 

But changing sales compensation, and making sure salespeople get paid correctly, are too often opposing ideas. Inflexible and disjointed compensation systems may discourage management from considering change. What’s needed is an approach to performance management and pay that offers an integrated, agile, and engaging experience to the internal and external sales force, its managers as well as comp administrators.

 

This webcast detailed how TIM, a global telco, began a journey to gradually align its sales network with its business priorities, leading to the organization replacing an outdated, spreadsheet-intensive system with an integrated sales performance management solution.

 

TIM’s challenges included reducing sales force complaints, improving loyalty and motivation, reducing manual calculation and errors, aligning performances with company objectives across a varied set of channel partners and salespeople. Their success in automating sales compensation has resulted in improved accuracy and efficiency as well as increased competitive advantage through flexibility in managing its re-seller channel. Some unexpected outcomes were yielded as well, such as the traceability of compensation plan designs, and an increased level of involvement by management in plan change decisions.

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