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.

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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?

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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

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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.

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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.

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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?

 

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Webcast

Webcast

Research 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

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Webcast

Webcast

Pipeline 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.

 

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Webcast

Webcast

Research 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.

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Webcast

Webcast

Pursuit 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.

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