Assigning and optimizing sales territories is a complex undertaking for most sales organizations, even in "normal" circumstances. It requires balancing multiple objectives, accommodating a range of complicating factors, and accommodating the need for ongoing adjustments and contingencies. The global pandemic has amplified this complexity, and will require most firms to...Read more
Conference Archives
SPM Apps and the New Analytics of Uncertainty 
8 May 2020
Register to read full article
Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. Its more notable players include Xactly, Varicent (formerly IBM), SAP (formerly CallidusCloud), Oracle, and Anaplan. SPM promises management greater control, richer insight, and faster decision...Read more
Conference Archives
Digitizing the Sales Process: Transformation Frameworks
8 May 2020
Register to read full article
The pandemic is accelerating changes that have been well underway in the sales organization. These changes use digital tools to speed the sales and buying process, improve user experience, and optimize productivity. Join Conga's Ash Finnegan, Digital Transformation Officer, as she uncovers digital transformation's value to the sales organization and...Read more
Conference Archives
Unlocking the Power of Video to Boost Sales Performance and Productivity
8 May 2020
Register to read full article
The sales landscape is shifting and so are your buyers’ expectations of how you connect, educate, and sell. Join Tyler Lessard, host of the Creating Connections show, to learn how modern sales teams are embracing online video content and personalized video messages to stand out, earn trust, and close deals...Read more
Conference Archives
People, Process, and Forecasting Implications of Current Conditions
8 May 2020
Register to read full article
Current circumstances find buyers behaving in more unpredictable ways which means that sales pipelines may be far less accurate as a predictor of future sales. This presentation considers how sales organizations could prioritize pipeline development to adjust to the present crisis, reinforces the importance of continuing to stick to the...Read more
Conference Archives
Sales Leadership Is Flying Blind — How Do You Regain Control?
8 May 2020
Register to read full article
Most sales leaders started 2020 with a hiring bonanza. But in very short and unforeseen order, plans were halted and priorities shifted. New concerns quickly came into view: freeze hiring, possibly downsize their sales organization, engage their sales force, and keep reps sharp. The savviest sales leaders are now acting...Read more
Conference Archives
Beyond Forecasting: How to Make Your Pipeline a More Effective Tool
8 May 2020
Register to read full article
If you’re like many organizations, your pipeline has either stalled or exploded. Either way, right now your sales organization is in chaos and so is your pipeline. If you’re tired of measuring every detail of your pipeline and still not seeing the results you need, this session is for you....Read more
... You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance. Upgrade your membership
Become a member
Become a member
Underwriters Learn more
