conference archives

Conference Archives •

Keynote - Accelerating Growth Through Faster Knowledge Sharing at Nuveen

November 29, 2017

  In this session, Nuveen’s Joy Crenshaw, managing director and head of sales development, shares how Nuveen is arming its sales force with timely, salient insights from internal thought leaders and peers in the field. Employing an agile, sales-centric approach, Nuveen uses mobile-

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conference archives

Conference Archives •

Sales Force Productivity Conference 2017 Digital Archive

November 29, 2017

  Thank you for purchasing the 2017 Sales Force Productivity Conference Digital Archive. Below are links to each session in the digital archive. Each session includes audio or video as well as any Powerpoint files used in the session. Enjoy!   Are you interested in purchasin

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Conference Archives •

Case Study - Reengineering Sales Methodology at Siemens

November 28, 2017

  Faced with fundamental shifts in the healthcare industry, Siemens’ healthcare business is undergoing a dramatic redesign. Rebranded Siemens Heathineers, and now managed separately as a company-within-the-company, the firm is applying its long history of engineering expertise to i

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conference archives

Conference Archives •

Workshop - Measuring Sales Force Activity: Research Based Insights

November 28, 2017

  Selling activities – the essential tasks that comprise a salesperson’s job, and include things like making customer calls or generating proposals – ultimately determine salesperson productivity. But collecting sales activity data is notoriously tricky, and few firms d

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research

Research • Sales Performance Management

Research Brief: Sales Performance Management Priorities

August 08, 2017

  This research examines sales organizations’ sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecas

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research

Research • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Research Brief: Sales Analytics Capabilities

April 21, 2017

  This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always

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research

Research • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Brief: Enabling Indirect Sales Channels

April 21, 2017

  This research investigates tactics used by firms in support of indirect sales channels – the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can aff

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research

Research • Coaching, Sales Training

Research Brief: Salesperson Learning Preferences

April 10, 2017

  This research investigates the range of training and development practices utilized by sales organizations. These practices are rapidly evolving in response to emerging technology and the quickening pace of change in sales job content and learning objectives. This study illuminates whi

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research

Research • Coaching, Recruiting & Selection, First Line Sales Management

Research Brief: Salesperson Retention and Turnover

March 31, 2017

  This research investigates sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes of salesperson churn, methods used by organizations to retain salespeople, and the impact of these strategies on sales force and firm results.

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research

Research • Coaching, Selling Effectiveness

Research Brief: Salesperson Development Priorities

March 29, 2017

  Two questions underlie every firm’s efforts to build a successful sales force: “What qualities make salespeople successful?” and “How do we develop these qualities?” This research identifies how organizations answer these two fundamental questions. Most im

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