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
Historically, global companies have made significant investments in sales training on an annual basis, and in many cases invested in enablement “playbooks” for daily process and methodology application. While the two activities are typically linked conceptually, they have traditionally been two separate offerings – with training for each occurring independently. ...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
Workshop: Not All Proposals End in Marriage
14 October 2015
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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
Conference Archives
Workshop: Segmentation and Specialization: Putting Them Together for Sales Productivity
14 October 2015
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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
Conference Archives
Workshop: Balancing Sales Territories: How DocuSign Assesses, Aligns, and Optimizes Territories
14 October 2015
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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
Conference Archives
Workshop: Insights into Sales Operations Practices
14 October 2015
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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
Conference Archives
Workshop: Aligning Internal Functions with the Sales Force
14 October 2015
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Customer experiences don’t begin and end with the sales call. They span a continuum of interactions, involving multiple functions and touch points. If these are poorly coordinated with selling activities, firms miss vital opportunities to impact their success with customers and prospects. This session presents frameworks for integrating other functions,...Read more
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