conference archives

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

Register to Read More of this article

conference archives

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

Register to Read More of this article

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-

Register to Read More of this article

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

Register to Read More of this article

conference archivesThis resource is only available for Archive Eligible members

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

Register to Read More of this article

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

Register to Read More of this article

Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Sales Forecasting Fundamentals - Part One of a Three Part Sales Planning Series

November 20, 2017

  Many sales effectiveness leaders prepare new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and is the first of a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensu

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Sales Operations, Selling Effectiveness

Four Ways to Improve Sales Force Selling Time

November 06, 2017

  Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approac

Register to Read More of this article

Webcast

Webcast • Sales Technology, Sales Operations

How Will AI Change the Sales Force?

October 30, 2017

  The buzz surrounding artificial intelligence (AI) and its potential impact on sales organizations includes predictions of massive job losses and obsolescence for traditional sales roles. Are these claims over-hyping AI’s potential, or do they reflect the inevitable consequence of

Register to Read More of this article

Webcast

Webcast • Coaching, Sales Training

Why Your Sales Onboarding Process Is Broken & How to Fix It

October 25, 2017

  Many of us are familiar with the “10,000 Hours” rule popularized by Malcolm Gladwell in his book, Outliers. The theory goes that for anyone to reach the “tipping point” of greatness, they must study or practice a specific skill for 10,000 hours. In the years sin

Register to Read More of this article