5 Steps to Mastering Sales Performance (5 part webinar series)
About 5 Steps to Mastering Sales Performance (5 part webinar series)

Today’s business strategies demand that companies deliver innovative products, enter new markets and adjust sales models quickly to drive top-line growth and stay ahead of the competition.
Sales operations plays a critical role in achieving these objectives. But managing the complexity and rapid pace of change to products, markets, sales goals, territories, incentive plans and sales resources takes an enormous effort. To deliver on their elevated role and expectations, sales operations teams need better sales performance management (SPM) capabilities. SPM solutions must be more than tools to assist a back-office function. They must deliver insight and indicate a clear course of action for the business.

This five-part webinar series will feature IBM and Compensation Analytics experts who will outline a practical approach to improving your SPM capabilities with better business intelligence – asking the right questions, focusing on the right information, integrating key SPM processes, and using the right technology to deliver timely, valuable insight to sales and business unit leaders through reporting and dashboards.

During this five-part webinar series we will show you how better data and analytics can improve your SPM capabilities, including:
  • Enabling sales and business leaders to launch new products, enter new markets, and adapt to sales model changes
  • Creating reports and dashboards to better communicate sales information and provide leaders with valuable insight
  • Aligning sales goals, quotas and territories with needed sales coverage, management, KPI’s and business growth plans
  • Improving incentive compensation plan administration, calculation and analysis to better align incentives with sales performance
    On-boarding and administering of sales reps and managers for a better field experience and greater operational efficiency
  • Integration with CRM and sales enablement processes and tools

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 April 15, 2014  1:00 PM EDT - Webinar Series Part 2: Back to the drawing board – Optimizing territories and quotas


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