conference archives

Conference Archives •

Case Study - Salesperson Development Tools at 3M

November 29, 2017

  Impacting salespeople’s skill development is challenging, especially in large, distributed sales forces. This session reveals 3M’s successful experience developing its Consumer Business Group sales force using an integrated set of learning tools. The session features a hand

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Case Study - Sales Time Well Spent: New Improvements in Activity Analytics

November 29, 2017

  Sales executives with even moderately large, distributed salesforces rely on data to help them understand which activities and behaviors lead to the best outcomes. Yet much of the information that sales executives rely upon today, such as CRM reporting tools and time studies, is based

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Conference Archives •

Keynote - Building an Agile Sales Organization: Moving Beyond the "How To" Mindset

November 29, 2017

  In this informative and provocative session, Michelle Vazzana and Leff Bonney will examine the conventional wisdom that is stifling the sales force. They will share powerful, yet surprising new research from both Florida State University and Vantage Point Performance representing hundr

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Conference Archives •

Workshop - Sales Management’s Role in Shaping Company Culture

November 29, 2017

  Company culture can significantly affect salesperson engagement, satisfaction, and retention. And the sales force’s perception of company culture can be heavily influenced by the first line sales manager, and their frequent, direct interactions with salespeople.   In

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Conference Archives •

Workshop - Sales Leadership’s Guide to Strategic Partnering

November 29, 2017

  Strategic partnerships and key account relationships are fundamental to pie-expansion and synergies, but many fall short of their potential.  This session explains how to improve the odds by demystifying how business relationships develop and should be managed, while focusing on t

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Workshop - Retooling the Sales Force for the Digital Age

November 29, 2017

  Few question technology’s pervasive impact on selling and the sales profession. Yet many firms are not adequately positioning their sales organizations for optimal performance in the digital age. This session examines the relationship of digital technology and the sales function,

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Panel - Assessing Return on Sales Technology Investments

November 29, 2017

  Sales technology is a growing and increasingly strategic investment for sales forces. Quantifying technology’s business impact is a challenge for organizations evaluating potential investments, or assessing installed platforms. This session draws upon recent Sales Management Asso

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Workshop - Sales Performance Warning Signs - and What To Do About Them

November 29, 2017

  Is your “check sales engine” light blinking? Asking a sales manager how the quarter is going typically results in a quick response regarding pipeline, plus the status of a few key deals. This barely scratches the surface of sales performance, and makes forecasting nothing m

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Conference Archives •

Workshop - The Three Conversations of Effective Sales Coaching

November 29, 2017

  Employees are looking for regular feedback, authentic connections and a more collaborative relationship with their managers. As a result, coaching is getting a lot of attention as a way to unlock this connection and boost employee performance. But while it seems that everyone knows and

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Conference Archives •

Keynote Panel - Flipping the Sales Force: New Models for Sales Force Learning

November 29, 2017

  Bad teachers and bad salespeople share a similar defect: rather than engage with their audience, they lecture them into glazed stupor. In education, progressive teachers are rethinking that approach with a new paradigm called the “flipped classroom;” it has a lot to offer s

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