WebcastResearch Update: Inside Sales Trends
July 21, 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. Join us for this first look at research results and expert commentary from SAP Global Vice President Shawn Robertson. 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
WebcastPipeline Management Practices in High-Growth Firms
July 17, 2014
Nearly every sales force maintains a sales pipeline - an inventory of opportunities in various stages of realization. Most firms use their pipeline for forecasting, or for other less-impactful purposes. A few sales organizations; however, manage sales pipelines with strategic intent. Recent research conducted by the Sales Management Association and underwritten by Vantage Point Performance shows fundamental differences in how sales forces approach pipeline management, and which approaches correlate with improved business performance.
Join Vantage Point Performance's Jason Jordan and The Sales Management Association's Bob Kelly for a discussion of these research findings, and recommendations on pipeline management practices that influence revenue growth.
WebcastResearch Update: Sales Performance Reporting - Usage and Practices
June 30, 2014
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.
Presented by Sales Management Association Chairman Bob Kelly and research underwriter Tableau Software.
WebcastPursuit of Performance: Findings from the 2014 Miller Heiman Sales Best Practices Study
June 20, 2014
Learn how trends in the complex business to business landscape are evolving with the latest findings from the 2014 Miller Heiman Sales Best Practices Study. In this webcast, Joe Galvin shares for the first time the collection of behaviors that lead to World Class Sales Performance in the current B2B environment, based on Miller Heiman's research. Like past Miller Heiman research efforts, findings from this study will provide sales leaders with key decision making insights for the year ahead.
WebcastFive Sales Coaching Best Practices
May 30, 2014
Organizations implementing new sales methodologies often face a stark realization: despite huge investments in training, new approaches simply don’t work. Sales coaching can dramatically remedy these expensive failures.
This webcast explores five “must have” qualities of effective coaching programs, and provides tactical suggestions for sales coaches.
- Focusing your coaching on outcomes and behaviors.
- Tying coaching sales process and method.
- Creating consistent coaching plans, and standardizing the information gathered for effective sales coaching.
- Coaching Types: Independent, Formal, Informal, Peer and Self-Coaching.
- Leveraging data and technology to enable your coaching plan and bring accuracy to your efforts.
WebcastManaging the Cloud-Enabled Sales Force
May 27, 2014
Technology is changing how organizations direct and support field salespeople. Nowhere is this more apparent than in the explosion of cloud-based productivity tools. In this webcast, we review strategic trends in cloud-based sales force enablement, and examine case examples and best practices from three leading cloud innovators.
WebcastResearch Update: Management's Sales Coaching Impact
May 23, 2014
Our most comprehensive sales coaching research to-date, this study examines sales managers’ practices, priorities, challenges, and impact areas related to sales coaching. Specific focus include:
• Which sales coaching objectives represent the most important management priorities?
• Where are managers focusing coaching efforts?
• Where and how is sales coaching most impactful?
• What obstacles prevent impactful sales coaching?
In this webcast we review summary results from the study, conducted in Q1-Q2 2014, and feature guest commentary from study underwriter Forum.
WebcastMastering Sales Force Change
May 05, 2014
Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors associated with four common sales change initiatives: launching new offerings, entering new markets, changing sales methodology or process, and transformative change that combines multiple initiatives.
• Why and how change initiatives fail
• Management’s role in implementing sustainable sales force change
• Sales change management essentials: alignment, translation, development, integration
• Best practices for sales change management
WebcastEvaluating Territory and Quota Management Effectiveness
May 01, 2014
Judging the effectiveness of territory and quota assignments is difficult. Firms, markets, and industries may each have unique challenges making quota setting and territory alignment problematic. However, there are characteristics common to highly effective territory and quota management efforts – characteristics critical to driving desired selling behavior and profitable sales activity.
This webcast profiles key imperatives for territory and quota management initiatives, and offers tests firms may use to measure their own effectiveness. Case studies are also provided that detail how technology and best practice approaches in territory and quota management improve sales deployment flexibility and impact overall profitability.
WebcastAccelerating New Salesperson Productivity: Strategy and Best Practices
April 14, 2014
Productivity lost as new-hire salespeople ramp up costs sales organizations dearly, and new-hire failures even more. Yet sales forces too often adopt a "sink or swim" approach to new salesperson success - accompanied by management's grudging acknowledgement that new salesperson turnover will be forever high.
A better approach is to make new salesperson onboarding a strategic productivity asset. Using structured, tested approaches for accelerating new salesperson productivity, organizations can drive big gains in sales capacity, effectiveness, and quality of life for managers, salespeople and customers.
This webcast outlines important elements of effective onboarding approaches, including essential support tools, processes, and management practices.