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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

Conference Archives

Workshop: Aligning Internal Functions with the Sales Force

14 October 2015

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

Conference Archives

2015 Sales Force Productivity Conference

13 October 2015

Conference Archives

Workshop: Implementing Effective Coaching Programs

13 October 2015

The evidence is overwhelming; better coaching produces more effective sales teams. But how do you implement an effective coaching initiative and how do you measure the impact? In this session Ray Bonis, Sales Effectiveness Leader at CommScope and Bob Sanders, CEO at AXIOM share practical insights about CommScope's coaching initiative....Read more

Conference Archives

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

Conference Archives

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

Conference Archives

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

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: Aligning Internal Functions with the Sales Force

2015 Sales Force Productivity Conference

Workshop: Implementing Effective Coaching Programs

Workshop: Managing the Social Sales Force

Workshop: Uncover Hidden Insights in Your Sales Compensation Data

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

Workshop: Sales Enablement Done Right

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