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Panel: Redefining Sales Operations’ Charter

25 October 2016

Sales operations' charter cuts a wide swath in many organizations; its efforts span strategic, tactical, and administrative responsibilities. The most successful sales operations departments narrow their focus on core strategic imperatives, while efficiently executing tactical responsibilities. This session draws on Sales Management Association research and expert insight into how high-performing...Read more

Conference Archives

Panel: A Sales Force Built to Learn: Refocusing Training on Continuous Development

25 October 2016

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change...Read more

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Workshop: Solving the Sales Methodology Puzzle

25 October 2016

Most sales organizations believe in the value of a defined selling methodology. But when it comes to selecting a specific methodology, consensus can be hard to come by. Consultative selling, insight selling, challenge selling; the list of alternatives the list goes on and on. How should a sales leader select...Read more

Conference Archives

Sales Transformation Case Study: Realigning Enterprise Sales at ADP

25 October 2016

ADP's large enterprise sales group faced transformational change among buyers; to adapt, it embarked on its own transformation. Presented by two senior sales operations leaders who lead the initiative, this session details ADP's comprehensive realignment of its enterprise segment's competency profiles, deployment model, objectives, talent management, and incentive compensation. An...Read more

Conference Archives

Workshop: How Sales Forces Launch Products New-to-the-World

25 October 2016

While organic growth is the top strategic priority of many CEOs, few firms conduct even rudimentary due diligence on the sales organization's ability to launch new products. Even fewer may be aware that launching new products--especially innovations truly new-to-the-world--requires a counterintuitive set of approaches sometimes at odds with selling a...Read more

Conference Archives

Case Study: Assessing Sales Managers’ Ability to Lead Sales Transformation at Iron Mountain

25 October 2016

In transforming its sales organization, Iron Mountain knows sales managers must lead the way. Success depends upon managers' ability to identify salesperson strengths and gaps; effectively coach; and apply critical thinking skills to how they approach their accounts and opportunities. To focus on these three competencies, Iron Mountain has created...Read more

Blog Post

Avoid Staring at Your CRM Reports: An Interview with Jason Jordan

23 October 2016

We all know the struggle. The CRM report comes out and you stare at it, willing it to easily give you the information you need to cultivate leads and foster higher performance in your sales reps. Here, Jason Jordan, Partner at Vantage Point Performance, tells us how to avoid the...Read more

Blog Post

Your Incentives Plan May Be Bringing Down Your Revenue: An Interview with Lindsay McGregor

20 October 2016

Itâ€™s a reality weâ€™re all facing as more and more millennials enter the workforce: commissions and bonuses are no longer a sales repsâ€™ biggest motivator.Â In some situations, your incentive plan may actually be hurting your companyâ€™s revenue.Â Lindsay McGregor and Neel Doshi have conducted extensive research, questioning thousands of...Read more

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Panel: Redefining Sales Operations’ Charter

Panel: A Sales Force Built to Learn: Refocusing Training on Continuous Development

Workshop: Solving the Sales Methodology Puzzle

Sales Transformation Case Study: Realigning Enterprise Sales at ADP

Workshop: How Sales Forces Launch Products New-to-the-World

Case Study: Assessing Sales Managers’ Ability to Lead Sales Transformation at Iron Mountain

Avoid Staring at Your CRM Reports: An Interview with Jason Jordan

Your Incentives Plan May Be Bringing Down Your Revenue: An Interview with Lindsay McGregor

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