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John Chaffin

9 March 2024

Speaker Profile About John Chaffin John Chaffin is Senior Vice President of Sales and performance management at Cox Automotive. John has held a variety op leadership positions at Cox Automotive, and at its Autotrader and Manheim operations. He began his career with Manheim as a summer intern. John earned an...Read more

Bob Sanders

9 March 2024

Speaker Profile About Bob Sanders Bob Sanders is chief operating officer at Axiom Sales Kinetics, a provider of sales force effectiveness solutions and services. Bob recently returned to Axiom after serving as chief operating officer at Reflect Systems, a digital signage software provider he joined in 2018 as executive vice...Read more

Faiza (Muhammedi) Jivani

8 March 2024

Speaker Profile About Faiza (Muhammedi) Jivani Faiza (Muhammedi) Jivani is senior vice president of sales at PRGX, a data management company that pioneered profit recoveries nearly 50 years ago and is now the global leader in source-to-pay data intelligence and margin expansion. Before joining PRGZ Faiza was vice president and...Read more

Conquer.io

5 March 2024

Mark Rajewski

1 March 2024

Speaker Profile About Mark Rajewski Mark Rajewski is one of the builders and chief advocates of customer value creation in The Coca-Cola Company. In 2015, he was part of the small team who operationalized Coca-Cola’s value creation process, CBP or Collaborative Business Planning. CBP was born out The Company’s need...Read more

Webcast

Research First Look – Optimizing Salesperson Assignments and Territory Design

20 February 2024

This session offers a first look at Sales Management Association research on management practices related to territory design and optimization. Research findings identify how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research also quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice...Read more

Webcast

Sales Process and Pipeline Management

13 February 2024

Formalized sales processes and opportunity pipelines give managers valuable operating frameworks, but their impact in most firms falls far short of expectation. In this webcast, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than 10 years of...Read more

Webcast

Maximizing Sales Coaching Program Effectiveness

25 January 2024

The capstone session in our multi-part session on sales coaching program effectiveness, this webcast addresses how sales coaching programs evolve from good to great, and how management can ensure the maximum impact on sales force productivity from their coaching investments. Topics covered include: Developing master coaching competence in the sales...Read more