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• Sales Management: The Force Behind the Force
  
• 13 “Must Know” Management Approaches for Sales Leaders
  
• 2011 Sales Force Productivity Conference
  
• Adapting the Sales Force For Success: A Leadership Call to Action
  
• Analytics for Measuring Sales Force Effectiveness
  
• Defining a Sales Operations and Sales Enablement Strategy
  
• Enabling Sales Coaching: Implementing Structured Coaching Interactions and Supporting Them With Tools.
  
• Go To Market Strategy: Practical Approaches to Design, Optimization, and Assessment
  
• Increasing Revenue Performance Through Intelligent Sales Forecasting
  
• Inside the Sales 2.0 Sales Organization
  
• Investing in Front-Line Sales Management- Two Case Studies
  
• Leadership Development Within the Learning Sales Organization
  
• Management’s Impact on Sales Force Effectiveness
  
• Measuring Return on Sales Performance Management
  
• Moneyball in Sales
  
• Moving From Data to Decisions: Making Sales Information Actionable with Dashboard Analytics
  
• Predictive Analytics for Sales Leaders: What You Need to Know
  
• Sales Coaching Best Practices
  
• Sales Compensation Strategy for Sales Transformation: Expert Roundtable
  
• Technology’s Impact on Sales Management Practice
  
• The Critical Role of Coaching in Sales Performance Management
  
• The Science of Sales Force Deployment
  
• The Truth About Sales Transformation
  
• 2012 Sales Force Productivity Conference
  
• (Re)making The Case for Sales Coaching
  
• Building a Winning Sales Management Team
  
• Business Intelligence for the Mobile Sales Manager
  
• Case Study: Implementing a Certified Sales Coach Program
  
• Coaching Implementation Best Practices
  
• Developing a Change-Ready Sales Culture
  
• Elevating Sales Leadership and Coaching through Whole Brain Thinking
  
• Emerging Management Competencies for Sales Leaders
  
• Improving Sales Force Productivity – Research Findings From Top Sales Organizations
  
• Jump Starting New Sales Manager Performance: Case Study and Best Practices
  
• Keynote: Neil Rackham on Sales Management’s New Frontier
  
• Leading the High Growth Sales Organization
  
• Leveraging Marketing Investments in Sales Performance Management
  
• Managing Sales Territories for Maximum Sales Force Productivity
  
• Mobile Sales Enablement
  
• Motivating Salespeople – What Really Works
  
• Rethinking Sales Pipeline Management
  
• Retooling Sales Management to Drive Sales Force Change
  
• Sales Leadership’s Performance Management Tightrope: Balancing Short-Term Targets and Long-Term Goals
  
• Social Media and Sales Management Practice
  
• Technology’s Impact on the Learning Sales Organization
  
• Transforming the Sales Force: How Organizations Are Restructuring, Refocusing, and Reinvesting in the Sales Function
  
• Virtual Sales Coaching Case Study
  
• 2013 Sales Force Productivity Conference
  
• 2012 Sales Operations Issues Study
  
• Aligning Go-to-Market Activities and Sales Motion with Your Buyers
  
• Analytics Strategy for Channel Intensive Sales Organizations
  
• Developing Managers: New Priorities for the Sales Force
  
• How Excellent Sales Competency Models Make Excellent Sales Forces
  
• Keynote: New Models for Sales Coaching
  
• Keynote: Sales Training: A Eulogy
  
• Making Data Come to Life: Putting Sales Technology to Work for You
  
• Predicting the Outcomes: Optimizing for Success with Analytics
  
• Transforming Sales Operations: Two Perspectives
  
• Selling Innovation: How Research is Re-Shaping New Product Selling
  
• Sales Territories: Aligning, Analyzing and Optimizing
  
• Sales Productivity Drivers for 2014
  
• Using Video to Improve Sales Enablement
  
• 2014 Sales Force Productivity Conference
  
• Workforce Planning for the Sales Organization
  
• Aligning Sales Territories: New Approaches for Optimizing Productivity
  
• Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)
  
• Increasing the Quality of New Sales Hires
  
• Leading Sales Force Transformation (Panel Discussion)
  
• Managing Millennials: Building Trust through Transparency
  
• Managing Salespeople in the Do-What-You-Love World
  
• Mobile Technology’s Impact on Sales Productivity (Panel Discussion)
  
• Motivating the Sales Force with Incentives
  
• Optimizing Market Coverage to Drive Organic Growth
  
• A Global Perspective on the Current State of Sales Education in the College Curriculum
  
• An Update on the Status of Sales Management Training
  
• Best Practice Research on High Performing Sales Organizations
  
• Building a Better Sales Manager
  
• Best Practices in Sales Human Capital Management
  
• Building a Winning Sales Management Team: The Force Behind the Force
  
• CASE STUDY – Developing First Line Sales Managers at Schlumberger
  
• Case Study: Assessing Sales Managers’ Ability to Lead Sales Transformation at Iron Mountain
  
• Closing Sales Managers’ Competency Gaps
  
• Course: Better Sales Management Through Better Time Management
  
• Cracking the Sales Management Code
  
• Developing Sales Managers (Panel Discussion)
  
• Diamonds or Dust? Influencing the Outcomes of Management Under Pressure
  
• DISTINGUISHED KEYNOTE Leading Selling Teams in a Crisis Environment
  
• Driving Sales Team Productivity through Front-Line Sales Management
  
• Operating Priorities of High Growth Sales Organizations
  
• Measuring Sales Coaching Success
  
• Mastering Sales Force Change
  
• Making the Most of Team Coaching Opportunities
  
• Optimizing Sales Management Processes
  
• Panel: Developing Rock Star Sales Managers
  
• Panel: Developing Sales Managers
  
• Quantifying the Performance Impact of Sales Organization Culture – New Research Insights from Harvard Business Review
  
• Research First Look: Sales Force Digitization Trends
  
• Research Update: Developing Sales Managers
  
• Research First Look: Sales Force Digitization Trends
  
• Research Update: Sales Manager Training Tactics
  
• Research Update: Managing Sales Force Change
  
• Returning to Growth: Eliminating Bad Sales Management Habits
  
• Sales Development: An Emerging Selling Role Driving Sales Productivity
  
• Sales Leadership Is Flying Blind — How Do You Regain Control?
  
• Sales Leadership’s Planning Priorities
  
• Sales Management Association Case Study: Siemens One
  
• Sales Management Association Research Brief: Improving Sales Managers’ Effectiveness
  
• Sales Management’s Role in Designing the Sales Compensation Plan
  
• Sales Manager Coach Thyself: The Development Strategy That Dooms Sales Forces to Fail
  
• Sales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach
  
• Six Emerging Trends in Sales Force Effectiveness for Sales Managers
  
• The Role of Top Management in Developing a Customer-Oriented Sales Force
  
• The Missing Link in Your Coaching Initiative — The Head Coach
  
• Three Essential Sales Management Skills – For Non Sales Managers
  
• Thought Leadership as Sales Strategy