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• Adapting the Sales Force For Success: A Leadership Call to Action
  
• Aligning Go-to-Market Activities and Sales Motion with Your Buyers
  
• Aligning Sales Pay With Profitability
  
• Aligning Strategy and Sales
  
• Analytics for Measuring Sales Force Effectiveness
  
• Analyzing Sales Productivity: Using Workload, Opportunity, and Performance Metrics For Sales Territory Intelligence
  
• Annual Sales Meeting Toolkit
  
• Assessing Sales Force Effectiveness
  
• Assessing the Salesforce
  
• Balancing Sales Territories
  
• Beyond Forecasting: How to Make Your Pipeline a More Effective Tool
  
• Beyond the Numbers: Why You Shouldn’t Ignore Salesperson Capability in Assigning Territories and Quotas
  
• Building a Better Sales Manager
  
• Building Resiliency through Alternative Revenue and Sales Models
  
• Building Sales Capabilities In The Digital World
  
• Building the Sales Force’s Digital Playbook
  
• Case Study – Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution
  
• CASE STUDY – Putting Culture at the Center of a Sales Force Reorganization at Boehringer Ingelheim Animal Health
  
• Case Study: Alpha Bravo Distribution
  
• Case Study: Kowa Pharmaceuticals America: Outsourcing Sales Operations
  
• Case Study: Optimizing Sales Coverage
  
• Case Study: Sales Pipeline Management
  
• Chicago Workshop: Managing the Sales Force for Profit Improvement
  
• Closing Forecasting Gaps
  
• Closing the Gaps in Sales Force Productivity
  
• Companion Exhibits: Managing Sales Organization Change
  
• Creating a Customer Centric Organization
  
• CSO vs. CFO Conflict: Winning the Battle for Growth Investment
  
• Defining a Sales Operations and Sales Enablement Strategy
  
• DePaul Center for Sales Leadership Research Update: What Drives Superior Sales Performance?
  
• DISTINGUISHED KEYNOTE The Next Normal: The Future of Technology Enabled Buying and Selling
  
• Developing Revenue Growth Initiatives
  
• Do You Have Enough Sales Capacity?
  
• Driving Your Sales Force Through an Economic Blizzard
  
• Empowering the Sales Organization with Analytics – Last In a Three Part Sales Planning Series
  
• End-to-End Territory Management Strategy
  
• Essential Planning Approaches to Managing Sales Capacity
  
• Exploring New Territory – the Geography of Compensation Planning
  
• Five Moneyball Metrics Sales Executives Can’t Ignore
  
• Fixing Forecast Accuracy
  
• Flipping the Sales Force
  
• Fix Sales Forecasting Forever
  
• Four Steps to Creating an Effective Sales Dashboard
  
• Four Characteristics of a Sales Dynasty
  
• Forecast Accuracy: Five Best Practices in Sales Analytics and Planning
  
• Global Sales Forces, Emerging Markets
  
• Go To Market Strategy: Practical Approaches to Design, Optimization, and Assessment
  
• Harnessing Sales Data to Drive Revenue
  
• How Does Salesforce Align Its Sales Force?
  
• Implementing Account Based Sales Strategy
  
• Implementing Incentive Compensation Changes – Part Two of a Three Part Sales Planning Series
  
• Improving Sales Growth With Cross-Selling and Up-Selling
  
• Increasing Revenue Performance Through Intelligent Sales Forecasting
  
• Inside Sales Trends
  
• Is Your Sales Operations Team Ready for 2013?
  
• Interactive Sales Strategy Planning Tool
  
• Keynote – Building an Agile Sales Organization: Moving Beyond the "How To" Mindset
  
• Keynote Panel – The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers
  
• KEYNOTE: How to Sell New-to-the-World Products
  
• Keynote: Neil Rackham on Sales Management’s New Frontier
  
• Keynote: Research Insights on B2B Sales Planning Practices
  
• Leading the High Growth Sales Organization
  
• Linking Sales Execution With the Business Plan
  
• Making Sales Strategy Stick
  
• Management Tool: Interactive MAP Improvement Projection
  
• Managing Sales Territories for Maximum Sales Force Productivity
  
• Managing Sales Organization Change
  
• Mastering Sales Force Change
  
• Maximizing Return on Sales Headcount Investment
  
• Measure What Matters: Evaluating the Success of Sales Transformation
  
• Online Experts’ Exchange: Aligning Sales Territories
  
• Online Experts’ Exchange: Forecasting Effectiveness
  
• Operating Priorities of High Growth Sales Organizations
  
• Opportunity Based Incentive and Quota Management
  
• Optimizing Sales Performance Across Divisions
  
• Optimizing Sales Territories: Best Practice Planning Approaches
  
• Organizing The Sales Force to Grow Existing Accounts
  
• Optimizing the Sales Machine
  
• PANEL — Conducting the Symphony: Implementing a Coordinated Approach to Sales Planning
  
• Panel: No Buyer Left Behind: Designing Territories to Engage Every Opportunity
  
• Panel: Scaling the High Growth Sales Force
  
• Pipeline Anxiety: Size Matters, Right?
  
• Predictive Analytics for Sales Leaders: What You Need to Know
  
• Positioning for Growth
  
• Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces
  
• Pursuit of Performance: Findings from the 2014 Miller Heiman Sales Best Practices Study
  
• Quota Setting: Are You Doing It Right?
  
• Reconnecting Sales Forecasts with Reality
  
• Research Brief: Managing Sales Organization Change
  
• Research Brief: MAP Planning – a Strategy Tool for Sales Management
  
• Research Brief: Path to Profitable Growth
  
• Research Brief: Sales Force Attitudes on Forecasting
  
• Research Brief: Sales Forecasting Effectiveness
  
• Research Brief: Sales Planning Practices
  
• Research Brief: Six Sigma for Sales Management
  
• Research First Look: Managing Sales Organization Change
  
• Research Update: Inside Sales Trends
  
• Research Update: Path to Profitable Growth
  
• Research Update: Sales Effectiveness in the New Sales Paradigm
  
• Research Update: Sales Force Attitudes Towards Forecasting
  
• Research Update: Sales Forecasting Effectiveness
  
• Research Update: Sales Planning Practices
  
• Sales Compensation Strategy for Sales Transformation: Expert Roundtable
  
• Sales Effectiveness in the New Sales Paradigm
  
• Sales Force Effectiveness: a Framework for Researchers and Practitioners
  
• Sales Forecasting Fundamentals – Part One of a Three Part Sales Planning Series
  
• Sales Kickoff: A Strategic Approach
  
• Sales Leadership’s Guide to Sales and Marketing Alignment
  
• Sales Leadership’s Performance Management Tightrope: Balancing Short-Term Targets and Long-Term Goals
  
• Sales Leadership’s Planning Priorities
  
• Sales Operations: Enabling Business Strategy
  
• Sales Planning and Strategy: Optimizing Resources, Tactics, and Outcomes
  
• Sales Productivity Drivers for 2014
  
• Sales Strategies for Conquering the Competition
  
• Sales Territory Alignment
  
• Salesperson Attrition: How to Plan for It and Model Its Impact
  
• Sales Strategy Development
  
• Scaling Account-Based Selling
  
• Segmentation Based on Physician Behavior
  
• Selling to Customers Who Keep You at Arm’s Length: Relationship Strategies that Work
  
• Show Me the Money — The Power of Sales Analytics
  
• Six Emerging Trends in Sales Force Effectiveness for Sales Managers
  
• Six Factors Transforming B2B Selling in 2012
  
• Sizing the Sales Force
  
• Strategic Sales Plan – A Suggested Format
  
• Territory Planning – Not Just for January Anymore
  
• The Art and Science of Proposal Content Management
  
• The Changing Nature of Sales: New Research on the Enduring Impact of the COVID-19 Crisis
  
• The Importance of Key Performance Indicators in Sales Performance Management
  
• The Role of Top Management in Developing a Customer-Oriented Sales Force
  
• The Sales Force of the Future
  
• Thought Leadership on the Sales Profession Conference, Stanford Business School
  
• The Truth About Sales Transformation
  
• Three Milestones for the Learning Sales Organization
  
• Transforming the Sales Force: How Organizations Are Restructuring, Refocusing, and Reinvesting in the Sales Function
  
• Transforming the Sales Organization: Change Framework and Case Study
  
• Trends, Challenges and Best Practices in Quota Management
  
• US Job Market — Economic Update For Sales Leadership
  
• What Past Crises Can Teach Today’s Sales Managers
  
• What Past Crises Can Teach Today’s Sales Managers
  
• What’s Working for Sales Leadership: New Research on Sales Force Effectiveness
  
• Win/Loss Analysis
  
• Workforce Planning for the Sales Organization
  
• Workshop – Research on World Class Sales Practices: Actionable Insights for Sales Leaders
  
• Workshop – Sales Leadership’s Guide to Strategic Partnering
  
• Workshop – Sales Management’s Role in Shaping Company Culture
  
• Workshop: How Sales Forces Launch Products New-to-the-World
  
• Workshop: Segmentation and Specialization: Putting Them Together for Sales Productivity