conference archives

Conference Archives •

Panel: No Buyer Left Behind: Designing Territories to Engage Every Opportunity

October 26, 2016

How do firms optimize existing resources when facing deployment decisions such as, “How many sales reps do we need,” “Who should call on which accounts/prospects,” and “How do we design territories maximize the resources we have?” This expert panel dis

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Workshop: Sales Talent Assessment: When, Where, and Why You Should Use a Structured Approach

October 26, 2016

“Will” and “skill:” two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,”but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienc

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Conference Archives •

Workshop: The Future of Sales Compensation

October 26, 2016

Sales compensation programs were built by, and for, Baby Boomers and Generation X’ ers. But newer generations – like Millennials (born after 1977) and “Gen 2020” (born after 1997) will soon represent the majority of sales workers. Their needs, interests, and motivations

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Conference Archives •

Workshop: Thawing the Sales Force’s Frozen Middle

October 26, 2016

The value of top-performing salespeople is easy to understand. But managers may too often underestimate the value of “middle performers” – those solid citizens whose numbers are less stellar, but who may have an unrealized reservoir of potential. Unlocking this potential can

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Workshop: Five Steps to Optimizing Inside Sales

October 26, 2016

Drawing on best practices and emerging trends, this workshop focuses on how to optimize inside sales for your particular organization. Topics include: • Aligning to your company’s go-to-market strategy • What type(s) of inside sales teams are required &bu

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Keynote Panel: Big Data = Big Changes?

October 26, 2016

We hear a lot about big data–a buzz phrase popular among many organizations and sales leaders. Because of the hype, leadership often discounts big data’s near-term impact. However, ignoring big data now may cause organizations to miss big opportunities in the long-term. Join

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Keynote: Built to Scale: Creating a Consistent Value Message Across Red Hat's Global Sales Team

October 26, 2016

With 2,000+ globally-dispersed salespeople and an expanding product line, Red Hat must manage daunting communication challenges. Chief among these: making sure each seller effectively communicates Red Hat’s value to customers and prospects. Doing so requires salespeople to absorb and ret

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Case Study: Elevating Sales Effectiveness at Oracle: A Journey in Building a High Performance Sales Team

October 25, 2016

For Oracle, the sales game had changed, and management needed to remake its performance culture. Presented by Oracle sales leader TJ Pomian, this presentation reveals how Oracle utilized analytics, innovative coaching techniques, and new incentives to strengthen the firm’s competitive ad

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Panel: A Sales Force Built to Learn: Refocusing Training on Continuous Development

October 25, 2016

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople

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Case Study: Assessing Sales Managers’ Ability to Lead Sales Transformation at Iron Mountain

October 25, 2016

In transforming its sales organization, Iron Mountain knows sales managers must lead the way. Success depends upon managers’ ability to identify salesperson strengths and gaps; effectively coach; and apply critical thinking skills to how they approach their accounts and opportunities. To

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