According to recent research from CSO Insights, companies are achieving 81% of their revenue plans, and only 58% of reps are making quota. Yet 95% of firms are raising revenue targets. Join Jim Dickie, Research Fellow at and cCo-Founder of CSO Insights, for a deep dive into the X-factor for bridging the gap between performance and revenue targets: sales effectiveness. This dynamic discussion will be hosted by Sara Varni, SVP of Marketing, Sales Cloud, at Salesforce. Watch to learn more about:
-How to get reps to hit higher numbers in the face of eroding sales performance
-How leading organizations perform differently
-The four levels of sales process
-The five levels of customer relationships
-How you can build a sales enablement model that turns how you sell into a competitive edge
Jim Dickie is a Research Fellow at and Co-Founder of CSO Insights, an independent research arm within Miller Heiman Group. Jim began his career more than 30 years ago with IBM and Sterling Software before launching two successful software companies. He works with clients including GE Capital, Cisco Systems, Federal Express, IBM, Accenture, Visa, HP, Barclays, and Intel. He is a contributing editor for a number of industry publications, is a contributing author for the Harvard Business Review, and is also the author of The Chief Sales Officers Guide to CRM and Insights into High Tech Sales and Marketing.