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Workshop: The ROI on Sales Force Effectiveness Initiatives

26 October 2016

As the largest expense on many firms? operating statement, the sales force attracts plenty of management scrutiny and frequent assessment of its ROI. This session considers how sales organizations attempt to improve sales force effectiveness through various initiatives, how they measure success, and how ROI should be determined for such...Read more

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Workshop: Sales Talent Assessment: When, Where, and Why You Should Use a Structured Approach

26 October 2016

“Will” and “skill:” two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,”but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. This workshop details a business...Read more

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Panel: Developing Rock Star Sales Managers

25 October 2016

Most of our sales managers were once rock star salespeople. Then they got promoted. Then the music stopped. How do we take those former stars and get them rocking once again as world-class sales managers? Join a hand-picked panel of sales enablement rock stars as share how the built high...Read more

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Case Study: Elevating Sales Effectiveness at Oracle: A Journey in Building a High Performance Sales Team

25 October 2016

For Oracle, the sales game had changed, and management needed to remake its performance culture. Presented by Oracle sales leader TJ Pomian, this presentation reveals how Oracle utilized analytics, innovative coaching techniques, and new incentives to strengthen the firm's competitive advantage. Integrating mobile, automation, and gaming technologies, Oracle's revamped sales...Read more

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Case Study: Raising Front-Line Managers’ Sales Coaching Proficiency at Dun & Bradstreet

25 October 2016

Dun & Bradstreet implemented a front-line sales leader initiative over the past year. After educating sales managers on coaching, D&B measured and tracked managers' coaching performance. This session describes the firm's experience, as shared by the initiative's catalyst, Wayne Silverman, vice president, technology market. Wayne and sales effectiveness consultant Everett...Read more

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Case Study: Kowa Pharmaceuticals America: Outsourcing Sales Operations

25 October 2016

Kowa's 2008 entry into the US market helped realize the Japanese company's vision of a global pharmaceutical organization. Focused in cardiometabolic therapeutics, Kowa encountered challenges common to fast-growing sales forces in complex selling environments. Chief among these was establishing a sales operations function capable of enabling a productive, effective sales...Read more

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Keynote Panel: Getting CRM Right: Three Stories from the Front Lines

25 October 2016

CRM's promised benefits have tantalized and tormented sales organizations for two decades, but few firms have realized CRM's full potential. Now innovative companies are turning the tide, and improving the value they receive from CRM investments. In this session, Vantage Point Performance's Jason Jordan facilitates a lively discussion with three...Read more

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Keynote: Cultivating a Performance Based Culture in the Sales Organization

25 October 2016

Join Lindsay McGregor, co-author of New York Times bestselling book, Primed to Perform: How to Build the Highest Performing Cultures Through the Science of Total Motivation, for an informative session on how sales organizations can transform their cultures. In this session, Lindsay demystifies the counterintuitive science of high-performing culture, and...Read more