SlideShare ist ein Scribd-Unternehmen logo
1 von 34
Sales Performance: A Reality Check
Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Introduction
DePaul University ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Center for Sales Leadership ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Selling Environment
Drivers of Change Trailer and Dickie – Harvard Business Review – July/Aug - 2006 Elusive Decision  Makers ,[object Object],[object Object],[object Object],Divergent Sales  Cycles ,[object Object],[object Object],[object Object],High Level Skill Sets ,[object Object],[object Object],[object Object],Instant Information Availability ,[object Object],[object Object],[object Object]
What is the impact? ,[object Object],[object Object],[object Object]
How are we doing? Accenture and The Forum Group, 2004 Even in high performing organizations, 56% of executives rate their sales force as  mediocre !
High Performing Sales Organizations
Performance Traits ,[object Object],[object Object],[object Object],[object Object],The Forum Corporation - 2004 Research Report
Prospecting Skills ,[object Object],[object Object],The Forum Corporation - 2004 Research Report
People Skills ,[object Object],[object Object],The Forum Corporation - 2004 Research Report
Clear Climate ,[object Object],[object Object],The Forum Corporation - 2004 Research Report
Nuts and Bolts Execution ,[object Object],[object Object],The Forum Corporation - 2004 Research Report
Best and Worst Practices ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Forum Corporation - 2004 Research Report
Management Challenges
Management Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ Understanding What Your Sales Manager Is Up Against”  Trailer and Dickie – Harvard Business Review – July/Aug - 2006
Companies tell us they have… ,[object Object],[object Object],[object Object],[object Object],DePaul University Corporate Interviews  2004-2005
A talent war is beginning… Median Age  of Work Force US. Bureau of Labor – Monthly Labor Review – November, 2007
over fewer replacements… US. Bureau of Labor – Monthly Labor Review – November, 2007 Companies will lose 40% of their senior talent % Change in Labor  Force (2006-20016) Inadequate to replace needed talent
… trends aren’t encouraging. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],*DePaul University Omnibus Survey  2006-2007
Talent Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Performance Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Technology Tools PROSPECTING CUSTOMER RELATIONSHIP MANAGMEMENT PERFORMANCE MOTIVATION COMPENSATION
Prospecting ,[object Object],Company business data Personal information and contacts Industry information and profiles Selling information section Integrated with SalesForce.com
Customer Relationship Management ,[object Object],Internet based on-demand data Lower capital and maintenance cost Tied into corporate database with live feed Large software library on AppExchange
Performance ,[object Object],Internet based on-demand data Tied into corporate database with live feed Correlates performance and behavior Integrated with SalesForce.com
Motivation and Compensation YOU NEED  TO CHANGE YOUR ATTITUDE! IF YOU JUST HAD A DIFFERENT ATTITUDE  YOU (FILL IN THE BLANK)
Here’s it really works! MOTIVATION BEHAVIOR ATTITUDE
Motivation Changes Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Motivation and Compensation ,[object Object],[object Object],Provides timely clarity to sales force Flexibility to change plans mid-stream Rapid forecasting and analysis  Integrated with SalesForce.com and SAP
What’s in it for you?
Questions

Weitere ähnliche Inhalte

Was ist angesagt?

OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelOpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelLeanData
 
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)Callidus Software
 
Revenue Operations Analytics: A Strategic Blueprint
Revenue Operations Analytics: A Strategic BlueprintRevenue Operations Analytics: A Strategic Blueprint
Revenue Operations Analytics: A Strategic BlueprintKwanzoo Inc
 
Best Practices in Sales Operations v5
Best Practices in Sales Operations v5Best Practices in Sales Operations v5
Best Practices in Sales Operations v5565 Business Group
 
State of-sales-report-salesforce
State of-sales-report-salesforceState of-sales-report-salesforce
State of-sales-report-salesforceGivers
 
RevOps Framework: Getting Ready to Drive Business Growth
RevOps Framework: Getting Ready to Drive Business GrowthRevOps Framework: Getting Ready to Drive Business Growth
RevOps Framework: Getting Ready to Drive Business GrowthMd. Moulude Hossain
 
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...RocketSource
 
Research reveals: How to effectively manage sales compensation
Research reveals: How to effectively manage sales compensationResearch reveals: How to effectively manage sales compensation
Research reveals: How to effectively manage sales compensationAnaplan
 
Sales White Paper: ROI On Sales Effectiveness
Sales White Paper: ROI On Sales EffectivenessSales White Paper: ROI On Sales Effectiveness
Sales White Paper: ROI On Sales EffectivenessAltify
 
Sales Management Problems PowerPoint Presentation Slides
Sales Management Problems PowerPoint Presentation SlidesSales Management Problems PowerPoint Presentation Slides
Sales Management Problems PowerPoint Presentation SlidesSlideTeam
 
Revenue Operations: Now is the Time
Revenue Operations: Now is the TimeRevenue Operations: Now is the Time
Revenue Operations: Now is the TimeLeanData
 
Revenue Operations Management: Building a Finance Technology Strategy to Opti...
Revenue Operations Management: Building a Finance Technology Strategy to Opti...Revenue Operations Management: Building a Finance Technology Strategy to Opti...
Revenue Operations Management: Building a Finance Technology Strategy to Opti...Proformative, Inc.
 
Building a Revenue Engine - Revenue Engineer
Building a Revenue Engine - Revenue EngineerBuilding a Revenue Engine - Revenue Engineer
Building a Revenue Engine - Revenue EngineerJoe Gelata
 
SaaStrU 201: Revenue Marketing: Build for Scale with Podium's SVP, Revenue Ma...
SaaStrU 201: Revenue Marketing: Build for Scale with Podium's SVP, Revenue Ma...SaaStrU 201: Revenue Marketing: Build for Scale with Podium's SVP, Revenue Ma...
SaaStrU 201: Revenue Marketing: Build for Scale with Podium's SVP, Revenue Ma...saastr
 
Aligning Sales and Marketing Investments to Maximize Sales Performance
Aligning Sales and Marketing Investments to Maximize Sales PerformanceAligning Sales and Marketing Investments to Maximize Sales Performance
Aligning Sales and Marketing Investments to Maximize Sales PerformanceCallidus Software
 
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...IntelCollab.com
 
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion Carpedia Consulting
 
Sales Operations Insights v1.0
Sales Operations Insights v1.0Sales Operations Insights v1.0
Sales Operations Insights v1.0Fast Track Tools
 

Was ist angesagt? (20)

OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelOpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
 
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
 
Revenue Operations Analytics: A Strategic Blueprint
Revenue Operations Analytics: A Strategic BlueprintRevenue Operations Analytics: A Strategic Blueprint
Revenue Operations Analytics: A Strategic Blueprint
 
Best Practices in Sales Operations v5
Best Practices in Sales Operations v5Best Practices in Sales Operations v5
Best Practices in Sales Operations v5
 
State of-sales-report-salesforce
State of-sales-report-salesforceState of-sales-report-salesforce
State of-sales-report-salesforce
 
RevOps Framework: Getting Ready to Drive Business Growth
RevOps Framework: Getting Ready to Drive Business GrowthRevOps Framework: Getting Ready to Drive Business Growth
RevOps Framework: Getting Ready to Drive Business Growth
 
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...
 
Research reveals: How to effectively manage sales compensation
Research reveals: How to effectively manage sales compensationResearch reveals: How to effectively manage sales compensation
Research reveals: How to effectively manage sales compensation
 
Sales White Paper: ROI On Sales Effectiveness
Sales White Paper: ROI On Sales EffectivenessSales White Paper: ROI On Sales Effectiveness
Sales White Paper: ROI On Sales Effectiveness
 
Sales Management Problems PowerPoint Presentation Slides
Sales Management Problems PowerPoint Presentation SlidesSales Management Problems PowerPoint Presentation Slides
Sales Management Problems PowerPoint Presentation Slides
 
Revenue Operations: Now is the Time
Revenue Operations: Now is the TimeRevenue Operations: Now is the Time
Revenue Operations: Now is the Time
 
Revenue Operations Management: Building a Finance Technology Strategy to Opti...
Revenue Operations Management: Building a Finance Technology Strategy to Opti...Revenue Operations Management: Building a Finance Technology Strategy to Opti...
Revenue Operations Management: Building a Finance Technology Strategy to Opti...
 
Key account management quarterly research 2011
Key account management   quarterly research 2011Key account management   quarterly research 2011
Key account management quarterly research 2011
 
Building a Revenue Engine - Revenue Engineer
Building a Revenue Engine - Revenue EngineerBuilding a Revenue Engine - Revenue Engineer
Building a Revenue Engine - Revenue Engineer
 
SaaStrU 201: Revenue Marketing: Build for Scale with Podium's SVP, Revenue Ma...
SaaStrU 201: Revenue Marketing: Build for Scale with Podium's SVP, Revenue Ma...SaaStrU 201: Revenue Marketing: Build for Scale with Podium's SVP, Revenue Ma...
SaaStrU 201: Revenue Marketing: Build for Scale with Podium's SVP, Revenue Ma...
 
Aligning Sales and Marketing Investments to Maximize Sales Performance
Aligning Sales and Marketing Investments to Maximize Sales PerformanceAligning Sales and Marketing Investments to Maximize Sales Performance
Aligning Sales and Marketing Investments to Maximize Sales Performance
 
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
 
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
 
20 Vital Sales and Marketing Metrics
20 Vital Sales and Marketing Metrics20 Vital Sales and Marketing Metrics
20 Vital Sales and Marketing Metrics
 
Sales Operations Insights v1.0
Sales Operations Insights v1.0Sales Operations Insights v1.0
Sales Operations Insights v1.0
 

Andere mochten auch

AWS re:Invent 2016: How I learned to embrace DevOps and Configure Infrastruct...
AWS re:Invent 2016: How I learned to embrace DevOps and Configure Infrastruct...AWS re:Invent 2016: How I learned to embrace DevOps and Configure Infrastruct...
AWS re:Invent 2016: How I learned to embrace DevOps and Configure Infrastruct...Amazon Web Services
 
5 Ways to Improve Sales Performance with Analytics
5 Ways to Improve Sales Performance with Analytics5 Ways to Improve Sales Performance with Analytics
5 Ways to Improve Sales Performance with AnalyticsQlik
 
10 Things every Sales Manager Should Know about Sales Performance
10 Things every Sales Manager Should Know about Sales Performance10 Things every Sales Manager Should Know about Sales Performance
10 Things every Sales Manager Should Know about Sales PerformanceAltify
 
Met LEGO beslist beter besluiten; workshop op BPUG seminar 2015
Met LEGO beslist beter besluiten; workshop op BPUG seminar 2015Met LEGO beslist beter besluiten; workshop op BPUG seminar 2015
Met LEGO beslist beter besluiten; workshop op BPUG seminar 2015Jan Lelie
 
Vidusign presentation Slovenian
Vidusign presentation SlovenianVidusign presentation Slovenian
Vidusign presentation SlovenianJoel Josephson
 
09 FóRky Blondynky
09  FóRky Blondynky09  FóRky Blondynky
09 FóRky Blondynkyjedlickak07
 
Live Usb線上掃毒說明
Live Usb線上掃毒說明Live Usb線上掃毒說明
Live Usb線上掃毒說明kumee
 
Cath conference5jan2015
Cath conference5jan2015Cath conference5jan2015
Cath conference5jan2015Frank Meissner
 
Wishing Well Alpha
Wishing Well AlphaWishing Well Alpha
Wishing Well Alphamezusa
 
Argentina - A daunder with the geographer
Argentina - A daunder with the geographerArgentina - A daunder with the geographer
Argentina - A daunder with the geographerAlan Doherty
 
Building Multi-Touch Experiences
Building Multi-Touch ExperiencesBuilding Multi-Touch Experiences
Building Multi-Touch ExperiencesMartha Rotter
 
Santander brown-cybersecurity-roundtable-1-dec-2015
Santander brown-cybersecurity-roundtable-1-dec-2015Santander brown-cybersecurity-roundtable-1-dec-2015
Santander brown-cybersecurity-roundtable-1-dec-2015Christian Esteve Rothenberg
 
Pc Msn
Pc MsnPc Msn
Pc Msnkumee
 
Transforming Software Development
Transforming Software DevelopmentTransforming Software Development
Transforming Software DevelopmentAmazon Web Services
 
Primary Elections in Palermo: A Case Study
Primary Elections in Palermo: A Case StudyPrimary Elections in Palermo: A Case Study
Primary Elections in Palermo: A Case Studyjexxon
 
【文献レビュー】ヘルスケア業界での消費者価値共創モデル
【文献レビュー】ヘルスケア業界での消費者価値共創モデル【文献レビュー】ヘルスケア業界での消費者価値共創モデル
【文献レビュー】ヘルスケア業界での消費者価値共創モデルHikaru GOTO
 

Andere mochten auch (20)

AWS re:Invent 2016: How I learned to embrace DevOps and Configure Infrastruct...
AWS re:Invent 2016: How I learned to embrace DevOps and Configure Infrastruct...AWS re:Invent 2016: How I learned to embrace DevOps and Configure Infrastruct...
AWS re:Invent 2016: How I learned to embrace DevOps and Configure Infrastruct...
 
2013 sales check up !
2013 sales check up !2013 sales check up !
2013 sales check up !
 
5 Ways to Improve Sales Performance with Analytics
5 Ways to Improve Sales Performance with Analytics5 Ways to Improve Sales Performance with Analytics
5 Ways to Improve Sales Performance with Analytics
 
10 Things every Sales Manager Should Know about Sales Performance
10 Things every Sales Manager Should Know about Sales Performance10 Things every Sales Manager Should Know about Sales Performance
10 Things every Sales Manager Should Know about Sales Performance
 
Met LEGO beslist beter besluiten; workshop op BPUG seminar 2015
Met LEGO beslist beter besluiten; workshop op BPUG seminar 2015Met LEGO beslist beter besluiten; workshop op BPUG seminar 2015
Met LEGO beslist beter besluiten; workshop op BPUG seminar 2015
 
Vidusign presentation Slovenian
Vidusign presentation SlovenianVidusign presentation Slovenian
Vidusign presentation Slovenian
 
09 FóRky Blondynky
09  FóRky Blondynky09  FóRky Blondynky
09 FóRky Blondynky
 
Live Usb線上掃毒說明
Live Usb線上掃毒說明Live Usb線上掃毒說明
Live Usb線上掃毒說明
 
Cath conference5jan2015
Cath conference5jan2015Cath conference5jan2015
Cath conference5jan2015
 
she de franco
she de francoshe de franco
she de franco
 
Wishing Well Alpha
Wishing Well AlphaWishing Well Alpha
Wishing Well Alpha
 
Argentina - A daunder with the geographer
Argentina - A daunder with the geographerArgentina - A daunder with the geographer
Argentina - A daunder with the geographer
 
10 stories
10 stories10 stories
10 stories
 
Building Multi-Touch Experiences
Building Multi-Touch ExperiencesBuilding Multi-Touch Experiences
Building Multi-Touch Experiences
 
Santander brown-cybersecurity-roundtable-1-dec-2015
Santander brown-cybersecurity-roundtable-1-dec-2015Santander brown-cybersecurity-roundtable-1-dec-2015
Santander brown-cybersecurity-roundtable-1-dec-2015
 
Pc Msn
Pc MsnPc Msn
Pc Msn
 
Transforming Software Development
Transforming Software DevelopmentTransforming Software Development
Transforming Software Development
 
Primary Elections in Palermo: A Case Study
Primary Elections in Palermo: A Case StudyPrimary Elections in Palermo: A Case Study
Primary Elections in Palermo: A Case Study
 
Amanda
AmandaAmanda
Amanda
 
【文献レビュー】ヘルスケア業界での消費者価値共創モデル
【文献レビュー】ヘルスケア業界での消費者価値共創モデル【文献レビュー】ヘルスケア業界での消費者価値共創モデル
【文献レビュー】ヘルスケア業界での消費者価値共創モデル
 

Ähnlich wie Sales Performance: A Reality Check

Eos ala vendor choice
Eos ala vendor choiceEos ala vendor choice
Eos ala vendor choiceStephen Abram
 
Sig 2008 Winn Dixie & Supply Staff V1
Sig 2008   Winn Dixie & Supply Staff V1Sig 2008   Winn Dixie & Supply Staff V1
Sig 2008 Winn Dixie & Supply Staff V1laura0468
 
Newco services short july wip sales and leadership draft
Newco services short july wip sales and leadership draftNewco services short july wip sales and leadership draft
Newco services short july wip sales and leadership draftDaniel Weinfurter
 
Stop Losing Sales Training Dollars 122908
Stop Losing Sales Training Dollars 122908Stop Losing Sales Training Dollars 122908
Stop Losing Sales Training Dollars 122908guest15c1548
 
Ibf Global Prez Final 022511
Ibf Global Prez   Final  022511Ibf Global Prez   Final  022511
Ibf Global Prez Final 022511jbreault519
 
Attracting & Retaining Demand Planning & Forecasting Talent
Attracting & Retaining Demand Planning & Forecasting TalentAttracting & Retaining Demand Planning & Forecasting Talent
Attracting & Retaining Demand Planning & Forecasting TalentLifeWork_Search
 
Leadership & Management
Leadership & ManagementLeadership & Management
Leadership & Managementsrazdan
 
Strategic Workforce Planning: The Key to Organisational Success
Strategic Workforce Planning: The Key to Organisational SuccessStrategic Workforce Planning: The Key to Organisational Success
Strategic Workforce Planning: The Key to Organisational SuccessThe HR Observer
 
Eos sla vendor choice
Eos sla vendor choiceEos sla vendor choice
Eos sla vendor choiceStephen Abram
 
The Dream Team - Getting Involvement Above and Beyond Sales
The Dream Team - Getting Involvement Above and Beyond SalesThe Dream Team - Getting Involvement Above and Beyond Sales
The Dream Team - Getting Involvement Above and Beyond Salesdreamforce2006
 
How to Achieve a Culture of High Performance Selling
How to Achieve a Culture of High Performance SellingHow to Achieve a Culture of High Performance Selling
How to Achieve a Culture of High Performance Sellingdreamforce2006
 
IDC Sales Enablement Jan 2009
IDC Sales Enablement Jan 2009IDC Sales Enablement Jan 2009
IDC Sales Enablement Jan 2009Lee Levitt
 
Recessive Environment
Recessive EnvironmentRecessive Environment
Recessive Environmentjasher2
 
12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar SlidesInsideSales.com
 
California Compensation Trends and Pay Practices
California Compensation Trends and Pay PracticesCalifornia Compensation Trends and Pay Practices
California Compensation Trends and Pay PracticesPayScale, Inc.
 
Building a Perform Culture
Building a Perform CultureBuilding a Perform Culture
Building a Perform CultureCharles Bedard
 
2010 Seattle SMA Presentation - Conference Room Or Cubicle, What type of recr...
2010 Seattle SMA Presentation - Conference Room Or Cubicle, What type of recr...2010 Seattle SMA Presentation - Conference Room Or Cubicle, What type of recr...
2010 Seattle SMA Presentation - Conference Room Or Cubicle, What type of recr...Steve Lowisz
 

Ähnlich wie Sales Performance: A Reality Check (20)

Eos ala vendor choice
Eos ala vendor choiceEos ala vendor choice
Eos ala vendor choice
 
Sig 2008 Winn Dixie & Supply Staff V1
Sig 2008   Winn Dixie & Supply Staff V1Sig 2008   Winn Dixie & Supply Staff V1
Sig 2008 Winn Dixie & Supply Staff V1
 
Newco services short july wip sales and leadership draft
Newco services short july wip sales and leadership draftNewco services short july wip sales and leadership draft
Newco services short july wip sales and leadership draft
 
Stop Losing Sales Training Dollars 122908
Stop Losing Sales Training Dollars 122908Stop Losing Sales Training Dollars 122908
Stop Losing Sales Training Dollars 122908
 
Ibf Global Prez Final 022511
Ibf Global Prez   Final  022511Ibf Global Prez   Final  022511
Ibf Global Prez Final 022511
 
Attracting & Retaining Demand Planning & Forecasting Talent
Attracting & Retaining Demand Planning & Forecasting TalentAttracting & Retaining Demand Planning & Forecasting Talent
Attracting & Retaining Demand Planning & Forecasting Talent
 
Leadership & Management
Leadership & ManagementLeadership & Management
Leadership & Management
 
Strategic Workforce Planning: The Key to Organisational Success
Strategic Workforce Planning: The Key to Organisational SuccessStrategic Workforce Planning: The Key to Organisational Success
Strategic Workforce Planning: The Key to Organisational Success
 
Eos sla vendor choice
Eos sla vendor choiceEos sla vendor choice
Eos sla vendor choice
 
The Dream Team - Getting Involvement Above and Beyond Sales
The Dream Team - Getting Involvement Above and Beyond SalesThe Dream Team - Getting Involvement Above and Beyond Sales
The Dream Team - Getting Involvement Above and Beyond Sales
 
How to Achieve a Culture of High Performance Selling
How to Achieve a Culture of High Performance SellingHow to Achieve a Culture of High Performance Selling
How to Achieve a Culture of High Performance Selling
 
Idc sales-enablement-jan-2009-1233092175549133-2 (1)
Idc sales-enablement-jan-2009-1233092175549133-2 (1)Idc sales-enablement-jan-2009-1233092175549133-2 (1)
Idc sales-enablement-jan-2009-1233092175549133-2 (1)
 
IDC Sales Enablement Jan 2009
IDC Sales Enablement Jan 2009IDC Sales Enablement Jan 2009
IDC Sales Enablement Jan 2009
 
Recessive Environment
Recessive EnvironmentRecessive Environment
Recessive Environment
 
12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides
 
Chally Presentation
Chally PresentationChally Presentation
Chally Presentation
 
California Compensation Trends and Pay Practices
California Compensation Trends and Pay PracticesCalifornia Compensation Trends and Pay Practices
California Compensation Trends and Pay Practices
 
Building a Perform Culture
Building a Perform CultureBuilding a Perform Culture
Building a Perform Culture
 
Hr Practices
Hr PracticesHr Practices
Hr Practices
 
2010 Seattle SMA Presentation - Conference Room Or Cubicle, What type of recr...
2010 Seattle SMA Presentation - Conference Room Or Cubicle, What type of recr...2010 Seattle SMA Presentation - Conference Room Or Cubicle, What type of recr...
2010 Seattle SMA Presentation - Conference Room Or Cubicle, What type of recr...
 

Mehr von Callidus Software

The Strategic Sales Incentive Plan Audit: Put Away Your Calculator
The Strategic Sales Incentive Plan Audit: Put Away Your CalculatorThe Strategic Sales Incentive Plan Audit: Put Away Your Calculator
The Strategic Sales Incentive Plan Audit: Put Away Your CalculatorCallidus Software
 
Transforming Your Business in the "Cloud" with Callidus Software and Salesfor...
Transforming Your Business in the "Cloud" with Callidus Software and Salesfor...Transforming Your Business in the "Cloud" with Callidus Software and Salesfor...
Transforming Your Business in the "Cloud" with Callidus Software and Salesfor...Callidus Software
 
Trends and Best Practices for Implementing SaaS for Your Business
Trends and Best Practices for Implementing SaaS for Your BusinessTrends and Best Practices for Implementing SaaS for Your Business
Trends and Best Practices for Implementing SaaS for Your BusinessCallidus Software
 
Sales Training ROI: An Oxymoron No More
Sales Training ROI: An Oxymoron No MoreSales Training ROI: An Oxymoron No More
Sales Training ROI: An Oxymoron No MoreCallidus Software
 
Lessons Learned: Implementation / Migration to Callidus On-Demand v5.2
Lessons Learned: Implementation / Migration to Callidus On-Demand v5.2Lessons Learned: Implementation / Migration to Callidus On-Demand v5.2
Lessons Learned: Implementation / Migration to Callidus On-Demand v5.2Callidus Software
 
Callidus Software Product Suite Overview: What's New
Callidus Software Product Suite Overview: What's NewCallidus Software Product Suite Overview: What's New
Callidus Software Product Suite Overview: What's NewCallidus Software
 
Callidus TrueComp Implementation: Panel Discussion with the Callidus Solution...
Callidus TrueComp Implementation: Panel Discussion with the Callidus Solution...Callidus TrueComp Implementation: Panel Discussion with the Callidus Solution...
Callidus TrueComp Implementation: Panel Discussion with the Callidus Solution...Callidus Software
 
Optimizing Callidus TrueComp Suite: Tips and Tricks
Optimizing Callidus TrueComp Suite: Tips and TricksOptimizing Callidus TrueComp Suite: Tips and Tricks
Optimizing Callidus TrueComp Suite: Tips and TricksCallidus Software
 
On-Demand: Is It Right For Your Company?
On-Demand: Is It Right For Your Company?On-Demand: Is It Right For Your Company?
On-Demand: Is It Right For Your Company?Callidus Software
 
Best Practices in World-Class Sales Forces
Best Practices in World-Class Sales ForcesBest Practices in World-Class Sales Forces
Best Practices in World-Class Sales ForcesCallidus Software
 
The Power Of Pervasive Performance Management: Aligning All Employees to Corp...
The Power Of Pervasive Performance Management: Aligning All Employees to Corp...The Power Of Pervasive Performance Management: Aligning All Employees to Corp...
The Power Of Pervasive Performance Management: Aligning All Employees to Corp...Callidus Software
 
Agile Development: Will It Work for You?
Agile Development: Will It Work for You?Agile Development: Will It Work for You?
Agile Development: Will It Work for You?Callidus Software
 
Designing the Customer-Focused Sales Organization
Designing the Customer-Focused Sales OrganizationDesigning the Customer-Focused Sales Organization
Designing the Customer-Focused Sales OrganizationCallidus Software
 
_Tim Chou on the Economics of On-Premise vs. On-Demand Applications
_Tim Chou on the Economics of On-Premise vs. On-Demand Applications_Tim Chou on the Economics of On-Premise vs. On-Demand Applications
_Tim Chou on the Economics of On-Premise vs. On-Demand ApplicationsCallidus Software
 
Streamlining the Quota Process for a World-Class Sales Organization
Streamlining the Quota Process for a World-Class Sales OrganizationStreamlining the Quota Process for a World-Class Sales Organization
Streamlining the Quota Process for a World-Class Sales OrganizationCallidus Software
 
The Challenges Of Sales Leadership
The Challenges Of Sales LeadershipThe Challenges Of Sales Leadership
The Challenges Of Sales LeadershipCallidus Software
 
What Motivates A Sales Force
What Motivates A Sales ForceWhat Motivates A Sales Force
What Motivates A Sales ForceCallidus Software
 
Are You Ready To Upgrade: Readiness Considerations and Lessons Learned
Are You Ready To Upgrade: Readiness Considerations and Lessons LearnedAre You Ready To Upgrade: Readiness Considerations and Lessons Learned
Are You Ready To Upgrade: Readiness Considerations and Lessons LearnedCallidus Software
 
Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...
Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...
Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...Callidus Software
 
Achieving Sales Performance Optimization Through Automated Incentive Compensa...
Achieving Sales Performance Optimization Through Automated Incentive Compensa...Achieving Sales Performance Optimization Through Automated Incentive Compensa...
Achieving Sales Performance Optimization Through Automated Incentive Compensa...Callidus Software
 

Mehr von Callidus Software (20)

The Strategic Sales Incentive Plan Audit: Put Away Your Calculator
The Strategic Sales Incentive Plan Audit: Put Away Your CalculatorThe Strategic Sales Incentive Plan Audit: Put Away Your Calculator
The Strategic Sales Incentive Plan Audit: Put Away Your Calculator
 
Transforming Your Business in the "Cloud" with Callidus Software and Salesfor...
Transforming Your Business in the "Cloud" with Callidus Software and Salesfor...Transforming Your Business in the "Cloud" with Callidus Software and Salesfor...
Transforming Your Business in the "Cloud" with Callidus Software and Salesfor...
 
Trends and Best Practices for Implementing SaaS for Your Business
Trends and Best Practices for Implementing SaaS for Your BusinessTrends and Best Practices for Implementing SaaS for Your Business
Trends and Best Practices for Implementing SaaS for Your Business
 
Sales Training ROI: An Oxymoron No More
Sales Training ROI: An Oxymoron No MoreSales Training ROI: An Oxymoron No More
Sales Training ROI: An Oxymoron No More
 
Lessons Learned: Implementation / Migration to Callidus On-Demand v5.2
Lessons Learned: Implementation / Migration to Callidus On-Demand v5.2Lessons Learned: Implementation / Migration to Callidus On-Demand v5.2
Lessons Learned: Implementation / Migration to Callidus On-Demand v5.2
 
Callidus Software Product Suite Overview: What's New
Callidus Software Product Suite Overview: What's NewCallidus Software Product Suite Overview: What's New
Callidus Software Product Suite Overview: What's New
 
Callidus TrueComp Implementation: Panel Discussion with the Callidus Solution...
Callidus TrueComp Implementation: Panel Discussion with the Callidus Solution...Callidus TrueComp Implementation: Panel Discussion with the Callidus Solution...
Callidus TrueComp Implementation: Panel Discussion with the Callidus Solution...
 
Optimizing Callidus TrueComp Suite: Tips and Tricks
Optimizing Callidus TrueComp Suite: Tips and TricksOptimizing Callidus TrueComp Suite: Tips and Tricks
Optimizing Callidus TrueComp Suite: Tips and Tricks
 
On-Demand: Is It Right For Your Company?
On-Demand: Is It Right For Your Company?On-Demand: Is It Right For Your Company?
On-Demand: Is It Right For Your Company?
 
Best Practices in World-Class Sales Forces
Best Practices in World-Class Sales ForcesBest Practices in World-Class Sales Forces
Best Practices in World-Class Sales Forces
 
The Power Of Pervasive Performance Management: Aligning All Employees to Corp...
The Power Of Pervasive Performance Management: Aligning All Employees to Corp...The Power Of Pervasive Performance Management: Aligning All Employees to Corp...
The Power Of Pervasive Performance Management: Aligning All Employees to Corp...
 
Agile Development: Will It Work for You?
Agile Development: Will It Work for You?Agile Development: Will It Work for You?
Agile Development: Will It Work for You?
 
Designing the Customer-Focused Sales Organization
Designing the Customer-Focused Sales OrganizationDesigning the Customer-Focused Sales Organization
Designing the Customer-Focused Sales Organization
 
_Tim Chou on the Economics of On-Premise vs. On-Demand Applications
_Tim Chou on the Economics of On-Premise vs. On-Demand Applications_Tim Chou on the Economics of On-Premise vs. On-Demand Applications
_Tim Chou on the Economics of On-Premise vs. On-Demand Applications
 
Streamlining the Quota Process for a World-Class Sales Organization
Streamlining the Quota Process for a World-Class Sales OrganizationStreamlining the Quota Process for a World-Class Sales Organization
Streamlining the Quota Process for a World-Class Sales Organization
 
The Challenges Of Sales Leadership
The Challenges Of Sales LeadershipThe Challenges Of Sales Leadership
The Challenges Of Sales Leadership
 
What Motivates A Sales Force
What Motivates A Sales ForceWhat Motivates A Sales Force
What Motivates A Sales Force
 
Are You Ready To Upgrade: Readiness Considerations and Lessons Learned
Are You Ready To Upgrade: Readiness Considerations and Lessons LearnedAre You Ready To Upgrade: Readiness Considerations and Lessons Learned
Are You Ready To Upgrade: Readiness Considerations and Lessons Learned
 
Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...
Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...
Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...
 
Achieving Sales Performance Optimization Through Automated Incentive Compensa...
Achieving Sales Performance Optimization Through Automated Incentive Compensa...Achieving Sales Performance Optimization Through Automated Incentive Compensa...
Achieving Sales Performance Optimization Through Automated Incentive Compensa...
 

Kürzlich hochgeladen

TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfHajeJanKamps
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakEditores1
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBBPMedia1
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentationbaron83
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 

Kürzlich hochgeladen (20)

TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerak
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentation
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 

Sales Performance: A Reality Check