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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

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

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

Webcast

From Boss to Coach: Turning Great Sales Managers into Great Coaches

19 October 2016

Success in sales isn't based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson's internal drivers/barriers, much less have a meaningful discussion about them. Sales leaders end up ignoring the...Read more

Webcast

Research Update: Investment in Salesperson Skill Development

13 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

Conference Archives

2016 Sales Force Productivity Conference

1 October 2016

Webcast

Building the Sales Force’s Digital Playbook

29 September 2016

With a digital sales playbook, salespeople can easily find the right messaging and content, in context, right when they need it. In this session we provided a framework on how to take your existing sales messaging and content, link it to each sales process stage, and ensure its effective delivery...Read more

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

Sales Transformation Case Study: Realigning Enterprise Sales at ADP

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

From Boss to Coach: Turning Great Sales Managers into Great Coaches

Research Update: Investment in Salesperson Skill Development

2016 Sales Force Productivity Conference

Building the Sales Force’s Digital Playbook

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