research

Research

Research Brief: Investments in Salesperson Skill Development

January 25, 2017

 

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change requires salespeople capable of acquiring new knowledge and skills, and adapting to fit new circumstances.

Register to Read More of this article

Webcast

Webcast

Sales Performance Management Series Webcast 5: Aligning HR and Sales with Effective Sales Targets

January 23, 2017


Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offers frameworks and best practices for establishing effective sales objectives and incentives.

Register to Read More of this article

research

Research

Research Brief: Managing Sales Compensation

January 05, 2017


Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization’s attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examines current sales compensation management practice, quantifies factors differentiating high and low performing firms in this area, and identifies emerging issues and management priorities.

Register to Read More of this article

research

Research

Research Brief: Refocusing Sales Operations

December 21, 2016


Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales organization’s day-to-day tactical support requirements – like reporting, territory alignment, or compensation administration. This mix of strategic and tactical responsibilities represents a considerable challenge to sales operations departments. This research is focused on identifying emerging practices in sales operations that address this central challenge. 

Register to Read More of this article

Webcast

Webcast

Case Study: Simplifying Sales Process with Workflows at Siemens

December 19, 2016


Using workflow automation to simplify selling effort and increase efficiency, Siemens realized improvements in customer satisfaction and well as productivity. Join us as Siemens shares there experience with sales workflows and details best practices for automating sales process.

Register to Read More of this article

Webcast

Webcast

Improving Sales Growth With Cross-Selling and Up-Selling

December 15, 2016


Improving cross-selling and up-selling existing customers can dramatically impact overall sales growth, and represents highly actionable and profitable opportunity for most sales forces. This webcast explores how aligning sales efforts with customer success can improve cross-selling and up-selling success while also keeping your customers happy.

Read more

Webcast

Webcast

Sales Performance Management Series Webcast 4: Motivating the Right Behavior with Incentive Compensation

December 15, 2016


Every sales manager needs to strike the right balance between recognizing top performers and incentivizing strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single “right answer” for how to set up an incentive program. This webinar will discuss some key tactics to setting the right plans to make a greater impact on the bottom line.

Register to Read More of this article

Webcast

Webcast

PNC Bank Case Study: How a Single Dashboard Transformed Sales Management

December 14, 2016


PNC Bank's Lending Business Intelligence team radically reconfigured the management reports it provided sales leadership, streamlining insights into a single, powerful dashboard. In this webcast, they'll review three techniques critical to their efforts, and will demonstrate the Tableau reporting tools used to transform their reporting environment.

Read more

Webcast

Webcast

Harnessing Sales Data to Drive Revenue

December 09, 2016


Learn how Tableau uses data to create a culture of accountability and foster a data-driven sales organization that routinely hits targets. Watch sales representatives explain what data drives their behaviors and even see the dashboards that they use most. Learn how to leverage data visualization within your sales organization to increase sales, forecast accurately, manage time, and improve performance.

Register to Read More of this article

Webcast

Webcast

Sales Performance Management Series Webcast 3: Creating a Comprehensive Approach to Sales Forecasting

December 07, 2016


Our five-part sales performance management series continues with a webcast on sales forecasting. Sales forecasting is an essential sales planning activity, but is too often characterized by guesswork, gamesmanship, and missed targets. This webinar focuses on ways sales leaders can drive transparency and accuracy in the context of a comprehensive approach to sales forecasting.

Register to Read More of this article

View more resources