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Seven Steps to Simplified Sales Management

16 September 2014

Sales leaders: Another year, another struggle. Marketing still is not giving you enough leads. The ones you have received aren't good enough. Territories aren't properly balanced. Sales reps don't have easy access to resources to be effective in appointments. Too many manual approval processes. Can't get quotes out the door...Read more

Conference Archives

2014 Sales Force Productivity Conference

15 September 2014

Conference Archives

Course: Better Sales Management Through Better Time Management

15 September 2014

Learn how to take back your calendar and focus on the high-impact activities that drive sales results! If there’s one thing that sales managers DON’T have, it’s enough time to do all they need to do. So what happens? The important stuff (coaching) gets squeezed out by the urgent stuff...Read more

Conference Archives

Sales Training ROI Measurement Framework

15 September 2014

Quantifying sales training's value proves difficult for most firms. Worse yet, credible measures of sales training efficacy can yield disheartening results. ES Research, for example, has reported that 90% of sales training has no lasting impact after 120 days. This course offers practical insights for measuring sales training ROI, and...Read more

Conference Archives

Optimizing Market Coverage to Drive Organic Growth

15 September 2014

With limited resources to deploy in the market, to achieve today’s aggressive growth objectives it’s critical that those resources be deployed optimally to maximize market coverage and drive results. This workshop with Marshall Solem and Scott Sims from ZS Associates explores how to apply best practices and address vital real...Read more

Conference Archives

Motivating the Sales Force with Incentives

15 September 2014

Variable compensation -- as an inducement to stimulate performance -- is an obvious tool for business, and the sales industry is legendary for its reliance on this type of carrot. But unfortunately most companies use it as a blunt cudgel, like putting with a three iron! And when businesses make...Read more

Webcast

Social Selling: From Cold to Close

2 September 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...Read more

Blog Post

We Need a Sales Process!

27 August 2014

When the CEO says “We need a defined sales process”, what are they really saying First, the CEO clearly has a belief that process will increase sales. Secondarily, I believe the CEO is asking for a repeatable, visible and measurable system that replicates top sales performers. The devil is in...Read more

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