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Webcast

Sales Performance Management Series Webinar 1: Account Segmentation and Scoring

8 November 2016

We kickoff a five-part series on sales performance management fundamentals with a webcast on account segmentation and lead scoring by Rowan Tonkin from Anaplan and Tony Yeung from ZS Associates. This topic focuses on aligning sales coverage with marketing strategy, and touches on account reassignments, an often problematic issue that...Read more

Blog Post

Thanks for Making Sales Force Productivity Conference 2016 a Huge Success!

7 November 2016

SFPC 2016 is in the books and we re already looking forward to SFPC 2017. But before we get too far ahead of ourselves, we wanted to take a moment to highlight some of the great moments that came out of this year’s conference. We had 300 registered delegates with...Read more

Conference Archives

Keynote: Built to Scale: Creating a Consistent Value Message Across Red Hat’s Global Sales Team

26 October 2016

With 2,000+ globally-dispersed salespeople and an expanding product line, Red Hat must manage daunting communication challenges. Chief among these: making sure each seller effectively communicates Red Hat's value to customers and prospects. Doing so requires salespeople to absorb and retain critical business information essential to driving performance. Red Hat has...Read more

Conference Archives

Keynote Panel: Big Data = Big Changes?

26 October 2016

We hear a lot about big data a buzz phrase popular among many organizations and sales leaders. Because of the hype, leadership often discounts big data's near-term impact. However, ignoring big data now may cause organizations to miss big opportunities in the long-term. Join ZS's Arun Shastri for a comprehensive...Read more

Conference Archives

Workshop: Five Steps to Optimizing Inside Sales

26 October 2016

Drawing on best practices and emerging trends, this workshop focuses on how to optimize inside sales for your particular organization. Topics include: Aligning to your company's go-to-market strategy What type(s) of inside sales teams are required Processes and definitions that should be established early Key metrics, tools and templates to...Read more

Conference Archives

Workshop: Thawing the Sales Force’s Frozen Middle

26 October 2016

The value of top-performing salespeople is easy to understand. But managers may too often underestimate the value of middle performers -- those solid citizens whose numbers are less stellar, but who may have an unrealized reservoir of potential. Unlocking this potential can be the secret to predictable, long-term growth, and...Read more

Conference Archives

Workshop: The Future of Sales Compensation

26 October 2016

Sales compensation programs were built by, and for, Baby Boomers and Generation X-ers. But newer generations--like Millennials (born after 1977) and Gen 2020 (born after 1997)--will soon represent the majority of sales workers. Their needs, interests, and motivations are different than their predecessors; yet few firms seem to be adapting...Read more

Conference Archives

Panel: No Buyer Left Behind: Designing Territories to Engage Every Opportunity

26 October 2016

How do firms optimize existing resources when facing deployment decisions such as: How many sales reps do we need? Who should call on which accounts/prospects? and How do we design territories maximize the resources we have? This expert panel discusses specific ways to address these challenges, and fields audience questions...Read more