Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations’ most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by recent research from Ventana Research.
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Ventana Research, CEO and Chief Research Officer
Mark is responsible for the overall business and research direction of Ventana Research and drives the global research agenda covering both business and technology areas. He defined the blueprint and methodology for improving business by using benchmark research to provide guidance across people, processes, information and technology. Mark is an expert in enterprise software and business technology innovations including: business analytics, big data, cloud computing, business collaboration, mobile technology and social media. Mark has held CMO, research and product development roles at research and software companies. Mark started Ventana Research more than a decade ago; he has worked in the software industry for 25 years leading innovations in research and technology. Mark was rated the 2011 software industry analyst of the year by The Institute of Industry Analyst Relations (IIAR). Mark is also ranked as one of the top ten technology influencers in 2012 by Human Resources Executive magazine.
Optymyze, Director of Product Marketing
Stephan Millard is a senior product marketing professional with over twelve years of experience working with both leading HR & sales performance management (SPM) technologies. With experience as both an industry analyst at Ventana Research and leading product marketing for technology companies such as Optymyze, SumTotal, Kronos, and Saba, Stephan has a deep understanding of the benefits of today’s HR and SPM technologies and the challenges these technologies still face. Stephan received his Bachelor’s degree in International Relations from the University of Minnesota.
Sales Management Association (SMA), Chairman
Bob Kelly is founder and chairman of the Sales Management Association, a global, cross-industry association for sales management and sales operations. The Sales Management Association serves members in more than 40 countries with research, content, workshops, peer networking, and professional development. From 2003 to 2009, Bob was vice president of sales operations and strategy at Genuine Parts Company (NYSE:GPC). Previously, he was senior director of business planning, and director of marketing strategy at MCI WorldCom; and from 1994 to 1998 he was a management consultant in the Alexander Group’s sales force effectiveness practice, supporting clients in technology, telecommunications, and healthcare.