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Workshop: Insights into Sales Operations Practices

14 October 2015

This session delves into the Sales Management Association’s inquiry into emerging practices, challenges, and trends related to sales operations. We define “sales operations” as a corporate function focused on sales force effectiveness. Many firms, however, use different names for this function. Common variations include sales effectiveness or sales excellence, commercial...Read more

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Workshop: Balancing Sales Territories: How DocuSign Assesses, Aligns, and Optimizes Territories

14 October 2015

Faced with shifting sales territories, a growing sales force, and exploding demand, DocuSign’s sales territories were a deployment challenge of no small consequence. Using an array of supporting technologies, DocuSign’s implemented a territory management approach that optimizes sales coverage, balances workload, and tames administrative complexity. In this presentation, DocuSign’s Manager...Read more

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Workshop: Segmentation and Specialization: Putting Them Together for Sales Productivity

14 October 2015

There have been many stories in the press recently about the challenges associated with organic revenue growth. China’s growth is slowing and the price of oil has brought several markets to a halt, but our research shows that there are additional issues in play. Many companies are not getting the...Read more

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Workshop: Not All Proposals End in Marriage

14 October 2015

A great proposal won’t win you the business on its own, but a poor proposal can undo a lot of the hard work up to that point, or even leave you standing alone at the altar. To help you end in more happily-ever-afters, this session will examine the role of...Read more

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Keynote: Five Places Sales Operations is Focusing for Productivity

14 October 2015

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

Panel: Developing Sales Managers

14 October 2015

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

2015 Sales Force Productivity Conference

13 October 2015

Conference Archives

Workshop: Sales Enablement Done Right

13 October 2015

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

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Workshop: Insights into Sales Operations Practices

Workshop: Balancing Sales Territories: How DocuSign Assesses, Aligns, and Optimizes Territories

Workshop: Segmentation and Specialization: Putting Them Together for Sales Productivity

Workshop: Not All Proposals End in Marriage

Keynote: Five Places Sales Operations is Focusing for Productivity

Panel: Developing Sales Managers

2015 Sales Force Productivity Conference

Workshop: Sales Enablement Done Right

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