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Conference Archives

Keynote Panel – Building a High Performing Sales Operations Function Full members only

18 October 2017

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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.
Conference Archives

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

18 October 2017

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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
Conference Archives

Workshop – Measuring Sales Force Activity: Research Based Insights Full members only

18 October 2017

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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 do so effectively, leaving management with inadequate insight into root causes of performance....Read more
Conference Archives

Panel – Assessing Return on Sales Technology Investments Full members only

17 October 2017

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Sales technology is a growing and increasingly strategic investment for sales forces. Quantifying technology’s business impact is a challenge for organizations evaluating potential investments, or assessing installed platforms. This session draws upon recent Sales Management Association research on technology ROI calculation practices, and their prioritized importance, accuracy, and prevalence of...Read more
Conference Archives

Workshop – Retooling the Sales Force for the Digital Age Full members only

17 October 2017

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Few question technology’s pervasive impact on selling and the sales profession. Yet many firms are not adequately positioning their sales organizations for optimal performance in the digital age. This session examines the relationship of digital technology and the sales function, while offering specific strategies for leadership to fully leverage technology’s...Read more

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