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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

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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

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2015 Sales Force Productivity Conference

13 October 2015

Conference Archives

Keynote: Research Insights on B2B Sales Planning Practices

13 October 2015

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

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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: Big Data for Sales – Taking Analytics from Insights to Action

13 October 2015

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

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Workshop: Uncover Hidden Insights in Your Sales Compensation Data

13 October 2015

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

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Workshop: Managing the Social Sales Force

13 October 2015

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