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Workshop – New Trends in Sales Performance Management

18 October 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 corporate objectives and sales strategies; and offering mentoring to the sales...Read more

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Case Study – Scaling Sales Excellence at Tech Unicorn MongoDB

18 October 2017

MongoDB's sales force has grown dramatically in the ten years since its founding in 2007. Now serving over half the Fortune 500, and more than 4,300 customers in 85 countries, the firm's sharp growth trajectory is supported with finely tuned sales effectiveness solutions. This session outlines MongoDB's five pillars of...Read more

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Keynote Panel – Building a High Performing Sales Operations Function

18 October 2017

High performing sales operations functions focus on a strategic charter, while efficiently executing tactical responsibilities. This panel discussion showcases leading practitioners’ approaches for staffing, planning, and executing core sales operations responsibilities. Panelists will discuss a range of topics including enabling technology, establishing strategic objectives, and assessing departmental effectiveness.

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Keynote Panel – The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers

18 October 2017

In the Book of Revelation, four horsemen (Death, Famine, War, and Conquest) open a can of world-ending whoop ass before the last judgment. Four forces are similarly positioned as harbingers of the sales force’s demise. They are automation, marketing, artificial intelligence, and crowdsourcing. Pundits would have us believe these technologies...Read more

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Workshop – Research on World Class Sales Practices: Actionable Insights for Sales Leaders

18 October 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 produce the greatest lift in results. The session offers actionable insights for...Read more

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Case Study – Sales Time Well Spent: New Improvements in Activity Analytics

17 October 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 on self-reported data. Even with...Read more

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Case Study – Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

17 October 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 transactions representing nearly $57 billion in value, and generate annual revenues of...Read more

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Workshop – The Three Conversations of Effective Sales Coaching

17 October 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 talks about the importance of...Read more

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Workshop – New Trends in Sales Performance Management

Case Study – Scaling Sales Excellence at Tech Unicorn MongoDB

Keynote Panel – Building a High Performing Sales Operations Function

Keynote Panel – The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers

Workshop – Research on World Class Sales Practices: Actionable Insights for Sales Leaders

Case Study – Sales Time Well Spent: New Improvements in Activity Analytics

Case Study – Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

Workshop – The Three Conversations of Effective Sales Coaching

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