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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

Conference Archives

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

Conference Archives

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

Conference Archives

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

Conference Archives

Workshop: Sales Coaching Program Essentials: Enablement and Accountability

25 October 2016

Research shows sales coaching produces more effective sales teams. And, it tells us that sales leadership considers coaching among the most important places for managers to focus. But maddeningly, research also reveals that most coaching initiatives fall flat, and little manager time is spent in meaningful coaching interactions. How can...Read more

Conference Archives

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

Conference Archives

Panel: Scaling the High Growth Sales Force

25 October 2016

As management problems go, it's a good one to have. How do you exponentially grow a sales force--fast? Early decisions can have dramatic effects on a high-growth sales organization's future ability to scale, remain flexible to changing circumstances, and achieve high levels of productivity. This panel discussion addresses how successful...Read more

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Panel: Developing Rock Star Sales Managers

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

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

Case Study: Kowa Pharmaceuticals America: Outsourcing Sales Operations

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

Workshop: Sales Coaching Program Essentials: Enablement and Accountability

Keynote: Cultivating a Performance Based Culture in the Sales Organization

Panel: Scaling the High Growth Sales Force

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