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 transacti

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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

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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 produc

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Conference Archives •

Workshop - Location Data: Sales Analytics’ Force Multiplier

November 29, 2017

  Innovations in analytics, mobility, and applications are redefining what’s possible for sales organizations. Among these advancements is the use of geospatial and location data. By integrating location information into applications like CRM, firms are dramatically improving their

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Conference Archives •

Case Study - Transforming Sales through Centers of Excellence at VMware

November 29, 2017

  Challenged with doubling its annual revenues from US$6 billion to US$12 billion in five years, VMware is retooling to better deliver sustained high growth. In this presentation, VMware’s Vice President of Global Operations provides an in-progress look at this transformative initi

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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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Conference Archives •

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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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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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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