Sales managers are evolving just as the organizations they lead are also changing. New sales leaders need skills different than those of an earlier generation – skills essential for interpreting new data, leveraging technology, and aligning their organizations with shifting customer and market requirements. And as before, they're also expected...Read more
Conference Archives
Keynote: Five Places Sales Operations is Focusing for Productivity 
14 October 2015
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Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this keynote presentation from MHI Research Institute’s Tom Chamberlain. Drawing on MHI Research Institute’s extensive...Read more
Conference Archives
Keynote: Research Insights on B2B Sales Planning Practices
13 October 2015
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Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Sales managers’ planning efforts must encompass a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels. This presentation details findings from a recently concluded Sales Management Association research...Read more
Conference Archives
Workshop: Sales Enablement Done Right
13 October 2015
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Companies want top-line growth, but typically don’t invest enough in those closest to the ground to truly affect it: Sales, the “frontline face” of your brand to your customers. Most look at equipping the sales force with the tools and assets they need to be successful as a fractional part...Read more
Conference Archives
Workshop: Big Data for Sales – Taking Analytics from Insights to Action
13 October 2015
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Machine learning techniques, marrying big data and analytics, offer the potential to transform sales and marketing targeting, helping focus activity on the most attractive opportunities for cross-sell, up-sell and new customer acquisition. With the right approach, sales process enablement, and monitoring, insights derived with machine learning can be an engine...Read more
Conference Archives
Workshop: Uncover Hidden Insights in Your Sales Compensation Data
13 October 2015
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Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such information - but it hasn't always been easy. This session will explore how new developments in natural language-based cognitive computing promise to help your compensation team see non-obvious...Read more
Conference Archives
Workshop: Managing the Social Sales Force
13 October 2015
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Technology has forever changed how buyers buy. Web-enabled and hyper-informed, they’re identifying suppliers, researching solutions, and evaluating alternatives – all things that used to require a salesperson’s help. Sales forces that have adapted to this and embraced social media have thrived. Social selling is leveling the playing field for these...Read more
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