Sales managers have faced the same challenges since long before CRM applications were invented. However, new tools and technologies are making their jobs easier. The future of sales performance management is integrated with CRM and social collaboration. It helps managers provide real-time coaching and motivation in context to drive better sales behaviors and, ultimately, better sales results.
The US retail industry has had an interesting holiday season, marked by high expectations, volatility and distractions, and a reassuringly strong end. While it saw high sales growth - a 4 percent growth over last year, the best in some time - the results have not brought cheer all around. In many respects, the 2016 holiday sales data emphasizes the disruption patterns impacting the retail industry, and validates several predictions about the changing face of retail.
Online and mobile sales continue to grow unabated, at 17 and 44 percent respectively, while in-store traffic saw the highest decline in two years. While none of this is surprising in itself, it helps to highlight the role omni-channel retail will play in the coming years.
If you’re a sales manager, you’re probably feeling stuck in the middle. On one hand, you have a huge employee engagement movement going on with HR departments focusing on developing leaders and recognizing achievements with substantial budgets. On the other side, marketing departments are using technology and creativity (and also large budgets) to connect with and educate customers about their products, solutions and brands.
The trend is to challenge every dollar spent on sales compensation to maximize ROI. HR departments are treating salespeople like all other employees. And customers are going online to avoid anyone with sales in their title.
Based on our research and applications we see in our customers’ leading sales initiatives, if you’re a sales manager, you are trying to maximize results out of your sales team by increasing your teams engagement to meet company goals. Download this white paper to see which eight trends you should consider as you strategize for the year.
This guide is designed to help you align the sales and marketing departments in your own company so that you can start experiencing the results listed above. Take a look at the six keys to alignment outlined in chapters one and two, then read through the benefits of an aligned strategy in chapter three.
When organizations are managing sales performance, it is critical to balance and align each enablement and operational component. Misalignment – or too much focus on one element –can dramatically detract from performance levels and the ability to measure results. An organization may temporarily need to emphasize a particular component when it sees a challenge, but ultimately success depends on striking the correct balance across all SPM components.
Published By: Salsify
Published Date: Mar 15, 2019
Branded product pages on the digital shelf have become incredibly important both as a sales and marketing channel. For that reason, most brands are putting time and resources into improving the content of their product pages. But how exactly does content impact the numbers every business relies on? Read this report to get deep statistical insights on how product page content impacts search ranking, online market share, and sales overall.
This study includes a range of analyses to help you quantify the actual sales value of your brand's product content using a variety of methodologies, including:
An analysis of more than 500,000 Amazon search results pages
A full-year examination of 60,000 Amazon product pages across 78 brands working with Salsify
Data and stories from individual Salsify customers that invested in product content optimization
Salsify is the product experience management platform for thousands of brands and retailers worldwide.
To help us understand what business leaders think about ‘the cloud’ and the impact of cloud collaboration to their businesses, we asked Forbes Insights to conduct research. In response, Forbes surveyed over 500 senior executives from global companies with sales ranging from $250 million to over $20 billion, and interviewed 15 executives. The study examined the ways business leaders increasingly look at cloud collaboration as a way to increase productivity, accelerate business results, and enhance innovation and collaboration across borders and functions.
Published By: Brainshark
Published Date: Aug 02, 2017
Coaching is a top priority for sales organizations – but most managers tasked with coaching admit they’re not sure how to develop or maintain an effective coaching program.
Whether you’re starting a coaching initiative or making modifications to one, you won’t get far without the right buy-in, processes and resources.
This exclusive eBook offers 11 must-haves for effective sales coaching. Inside you’ll find:
• How to develop a comprehensive coaching plan
• The difference between coaching and training (and why you need both)
• Tips to make your current coaching program more effective
Ready to see better coaching results? Download your free copy today. Download your free copy and start enabling your sales managers to reach their maximum coaching potential.
Account based sales (ABS) has generated a lot of buzz lately, but it’s more than just a passing trend. In fact, many enterprise sales teams have been doing account based sales for quite a while. Whether this is the first time you have encountered the idea of ABS or you have heard about it before, this e-book will equip you with the basics so you can decide whether ABS is right for your company, outline your own ABS strategy, and optimize for the best
An explanation of account based sales
Key benefits of adopting an ABS strategy
How to get started and implement a successful ABS strategy
Best practices and KPIs to optimize and measure your strategy
Additional resources to help you plan and execute your strategy
Published By: Pattern
Published Date: Jan 28, 2019
As an eCommerce professional you're always looking for ways to sell more online. With Amazon capturing roughly 49.1 percent of all online retail spend in the United States it is the perfect platform to boost sales and awareness of your products. But with the number of sellers and products added to Amazon every day, how can your product rank number one in an Amazon search? Our Ultimate Guide to Amazon SEO will give you the tips and tricks you need to make the most out of your Amazon product listings and get to the top of Amazon's search results.
Read on to discover how companies are designing and administering their sales compensation plans, and to get additional considerations and summary findings from Xactly analysts based on an analysis of the results.
We all know the wisdom of monitoring familiar key performance indicators (KPIs). Turns, gross margin return on investment (GMROI), sales, inventory measures, and other metrics will tell you how your business is faring—and that’s pretty important if you want to keep your hardware store in business.
However, just staying in business isn’t enough in a rapidly evolving retail world, so achieving improved KPI results is essential.
In this Epicor eBook, you’ll learn about eight easy-to-use tools that go beyond traditional KPIs to quickly improve business results, including:
• Reviewing store-to-store sales
• Identifying your top 100 items
• Monitoring excess inventory
• Viewing items with cost change and no retail change
Learn more about these tools, and discover what else you can do to improve your KPI results by downloading this Epicor eBook. Download now and go beyond retail KPIs.
How retail associates feel about their workplace is more critical than ever to sales, brand image, and customer satisfaction. That’s why retailers who want to stay competitive and relevant to shoppers are using workforce management technology to engage their employees for success.
RIS News recently surveyed senior retail executives to learn their views on the value of employee engagement and what they’re doing — or not — to leverage it for stellar business results.
"Would you like to demonstrate how you can better leverage eSignatures within your company? Hear from real-world deployment experiences from our customers across HR, Legal, Procurement, Sales, IT and Facilities.
Transformation Manager Paul Smith will discuss how DocuSign fits into the five-year transformation plan at LV=. With eSignatures, the insurer processes claims 5x faster while realising annualised business benefits of £27.5k.
Read this whitepaper to learn how to:
- Build and execute a business plan – so you choose the use cases that are right for your business
- Identify your highest priority use cases – so you can quickly deliver the greatest ROI and align with your business goals
- Measure your results – so you can prove the value to your business"
Modern business-to-business (B2B) buyers have unprecedented access to information to support their buying process and, as a result, have become more self-reliant in the evaluation process. This has made B2B sellers’ jobs harder; not only do they have less control in earlier stages of the sales cycle, but they have to work harder to connect and engage with buyers, turning prospects into customers. Sales technologies have helped modernize how sellers and sales leaders manage their pipelines and execute contracts, but technology gaps around engagement persist, making it difficult for sellers to keep pace with, connect with, and support buyer engagement. The common outcome: Sellers become slaves to their CRM systems, focused more on updating reports and logging their activities than they are in driving business results.
Published By: Seismic
Published Date: May 24, 2019
Recent research from CSO Insights found that 61% of organizations have a dedicated sales enablement function; however, not all enablement teams are equally effective. In fact, only 34% of organizations are effective while the majority, 66%, meet some internal expectations and end up with average results.
Watch the webinar to learn how to:
? Put the customer as your primary focus
? Formalize collaboration with clear accountability
? Utilize tactical content management
? Leverage state-of-the-art enablement technology
In this webinar you'll learn the secret to achieving an ultra-efficient, revenue-generating sales and marketing engine.
Use this guide as a checklist to compare your current email marketing technology against four core areas where marketing automation extends the power of email - audience targeting, automating marketing tactics, enabling sales and measuring results.
This white paper provides information on how the marriage of social collaboration, CRM, and performance management presents new opportunities for great sales managers to scale their skills more effectively.
How strong is your renewal program? Are you able to predict and analyze your performance correctly? ServiceSource® believes that the real yardstick of renewal performance lies in a comprehensive set of key performance indicators (KPIs) that can tell a much broader story. Over the last 13 years and over 145 engagements, we’ve identified these twelve critical factors for successfully measuring and growing your renewal revenue. This whitepaper provides a detailed overview of those KPIs.
MicroStrategy, a global innovator of mobile solutions, recently surveyed 500 U.S. organizations on the use of tablet computers to support sales activities across a large, diverse group of industries. The survey results suggested many companies are facing significant hurdles to sales enablement related to the limitations of their internal sales systems, which are largely not equipped for enabling sales processes out of the office. Find out how innovative companies are enabling their sales reps to be 10X more effective with mobile sales enablement apps.
Business development and marketing programs have a tendency to underwhelm when it comes to actual results. As a result, we’re bombarded with SalesTech and MarTech apps endeavouring to plug the leaks. But these tools rarely tackle the core issues behind your lacklustre results. What’s needed is a fundamental change to your go-to-market approach. This ebook shows you what that change could look like, and describes how to make it happen.
If you want to improve your sales team's results, you need to start by asking the right questions. Download this new best-practices eBook to learn about the 12 key questions for data-driven Sales Managers. This informative guide will help you:
- Determine Key Metrics For Sales Management
- Improve Sales Team Productivity
- Closed-Won More Deals
Download a free copy of "12 Must-Ask Questions for Data-Driven Sales Managers" today.
Comdata Group is one of the world's largest business process outsourcing (BPO) providers. It operates hundreds of call-centers around the globe, with tens of thousands of employees offering, a variety of services, including sales and customer service.
In a competitive BPO market, Comdata was looking for ways to increase the productivity and efficiency of its agents. It looked for a unified solution that would successfully engage employees, drive higher accountability and better focus them on their performance.
Using Gameffective's platform, Comdata deployed gamified, real-time performance management. This process provides employees with the ability and motivation to self-track their performance against goals and benchmarks, and offers just-in-time coaching based on their needs. The results were impressive: 12% increase in sales per hour, and significant reductions in both new-hire learning curves and in ongoing training time.
Read the case study to learn how Comdata:
DatacenterDynamics is a brand of DCD Group, a global B2B media and publishing company that develops products to help senior professionals in the world's most ICT dependent organizations make risk-based infrastructure and capacity decisions.
Our portfolio of live events, online and print publishing, business intelligence and professional development brands are centred on the complexities of technology convergence. Operating in 42 different countries, we have developed a unique global knowledge and networking platform, which is trusted by over 30,000 ICT, engineering and technology professionals.
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