Webcast

Webcast

Building a Sales Enablement Charter for 2018: Lessons from HubSpot

December 11, 2017

 

Running headlong into the world of sales enablement? You’re not alone. According to new research from CSO Insights, 59% of organizations surveyed now have a dedicated sales enablement function, a YOY increase of more than 26%. Another 8.5% cited plans to add this function in the next 12 months.

 

In this busy planning season, there’s perhaps no better sustenance than hearing from a practitioner who has “been there, done that,” and has the results to show for it. If you’re striving to define and implement a sales enablement strategy that’s scalable, measurable, and aligned to your organization’s most important business goals, this session is for you.

 

In our live interactive webcast, Ben Cotton, Senior Enablement Manager with HubSpot, shares:

  • The key components of a successful sales enablement program
  • The business mandate for sales enablement to share common goals, as well as revenue responsibility
  • HubSpots’s own model for sales enablement success in a high-growth company
  • A step-by-step approach for building a 2018 sales enablement program plan

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Webcast

Webcast

Implementing Incentive Compensation Changes - Part Two of a Three Part Sales Planning Series

December 01, 2017

 

Though not all firms radically redesign incentive compensation plans each year, many make changes intended to drive significant behavior changes and shifts in sales force focus. This session, the second in a three part series on sales planning, details how to ensure incentive compensation plan changes align with business goals, incentivize the right behavior, and are implemented effectively.

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conference archives

Conference Archives

Workshop - Making Sales Management Training Stick

November 29, 2017

 

Why do so many training initiatives have such little impact on performance? The answer, as many change management theories are quick to point out – is that training alone won’t get people to change what they do or how they do it, no matter how good, targeted, or relevant the training might be. Lasting change is possible only through an aligned, holistic approach that addresses systems, processes, and people, and that is measured over time.

 

This sessions explains how to incorporate change management principles into sales management training, ensuring that it will stick long term. Using case study examples, presenters explain how to facilitate targeted change that includes training, but avoids over-reliance on it. The session focuses on tactical suggestions and tools that don’t break the bank, or the organization.

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conference archives

Conference Archives

Case Study - Scaling Sales Excellence at Tech Unicorn MongoDB

November 29, 2017

 

MongoDB’s sales force has grown dramatically in the ten years since its founding in 2007. Now serving over half the Fortune 500, and more than 4,300 customers in 85 countries, the firm’s sharp growth trajectory is supported with finely tuned sales effectiveness solutions.

 

This session outlines MongoDB’s five pillars of sales productivity. They include implementing and maintaining sales methodology, role-based training, targeted coaching, optimizing sales resources and providing leadership with actionable insights. MongoDB’s senior director of sales enablement discusses how these five focus areas have reduced new hire salesperson ramp time, enhanced seller productivity, improved recruiting, increased pipeline value, and improved forecast accuracy.

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conference archives

Conference Archives

Keynote Panel - Building a High Performing Sales Operations Function

November 29, 2017

 

High performing sales operations functions focus on a strategic charter, while efficiently executing tactical responsibilities. This panel discussion showcases leading practitioners’ approaches for staffing, planning, and executing core sales operations responsibilities. Panelists will discuss a range of topics including enabling technology, establishing strategic objectives, and assessing departmental effectiveness.

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conference archives

Conference Archives

Keynote Panel - The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers

November 29, 2017

 

In the Book of Revelation, four horsemen (Death, Famine, War, and Conquest) open a can of world-ending whoop ass before the last judgment. Four forces are similarly positioned as harbingers of the sales force’s demise. They are automation, marketing, artificial intelligence, and crowdsourcing. Pundits would have us believe these technologies will end the sales force as we know it, like this breathless prognosticator predicting 15 million lost sales jobs by 2020. Though economists tell a different story, pointing to robust hiring and employment growth in sales jobs.

 

Are the “Four Salesmen of the Apocalypse” false prophecies, or should management be preparing for their sales organizations’ expiration? This panel separates fact from fable while examining the potential impact of these four forces, their implications for managers and salespeople, and effective approaches organizations should consider in preparation of things to come.

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conference archives

Conference Archives

Panel - Taking the Babble Out of Sales Enablement

November 29, 2017

 

Heard of “sales enablement?” It’s a term cooked up by technology vendors a decade or so ago, hoping to add sizzle to content management solutions – platforms that distribute marketing content to, and through, sales forces. Distributing content might not be the sales force’s most urgent issue to solve, but you’d never know from the seemingly limitless series of definitions (our favorite, based on sheer buzzword density), thought pieces, and white papers related to the topic. Of this, even your faithful professional association is guilty.

 

As a solution category, “sales enablement” solutions also have a problem that is existential and more than a little ironic: they’re marketed chiefly to CMOs, a professional class long suffering from an outsized sense of its own department’s importance vis-à-vis the sales organization, and from what it views as the sales force’s uncertain agency.

 

Nevertheless, many sales organizations themselves see value in sales enablement. This panel discussion separates the marketing babble from sales enablement’s practical implications for supporting sales forces, while exploring frameworks and best practices for effective content asset distribution.

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conference archives

Conference Archives

Case Study - Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

November 29, 2017

 

As North America’s leading provider of vehicle remarketing services, Manheim connects buyers and sellers to an extensive wholesale vehicle marketplace and auction network. Its 18,000 employees enable Manheim to register about 8 million used vehicles per year, facilitate transactions representing nearly $57 billion in value, and generate annual revenues of more than $2.6 billion.

 

Managing the firm’s sales force requires coordinating complex deployment decisions, performance reporting, and frequently changing territory assignments, quotas, and incentives. In this presentation, Manheim’s sales operations leadership discusses how the firm has gone beyond managing processes to optimize and integrate each component of its sales performance management approach. Specific emphasis is given to detailing Manheim’s approach to territory optimization.

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conference archives

Conference Archives

Workshop - New Trends in Sales Performance Management

November 29, 2017

 

Progressive firms are doing more with sales performance management (SPM) tools, which in the past often focused on incentive compensation management. Using metrics to model various territories, balance resources, and predict outcomes; implementing rewards systems that are aligned with corporate objectives and sales strategies; and offering mentoring to the sales team are some of the key SPM innovations employed by successful sales teams. This session outlines the trends, best practices, and improved outcomes experienced by modern SPM practitioners.

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conference archives

Conference Archives

Workshop - Research on World Class Sales Practices: Actionable Insights for Sales Leaders

November 29, 2017

 

In this session, Seleste Lunsford shares data from the just-released 2017 World-Class Sales Practices Study. In its 20th year, CSO Insights’ study combines historical perspective with fresh, unique insights, while focusing on the most critical organizational practices that produce the greatest lift in results.

 

The session offers actionable insights for senior sales leaders based on industry best practices of world-class sales organizations that consistently outperform their competition.

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