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CSO vs. CFO Conflict: Winning the Battle for Growth Investment

17 September 2014

Chief Sales Officers routinely butt heads with corporate CFOs. For the most part, this is a natural consequence of their assigned roles in the corporate ecosystem. Understanding these roles can go along way toward effectively resolving CSO vs. CFO conflict. CSOs are tasked with growth, and with expanding the firm’s...Read more

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The Opening Playbook

17 September 2014

Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself -- a...Read more

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Use Sales Metrics to Be a Better Coach

17 September 2014

Have sales reports? Like to coach? Then you are in business! In this one-hour working session, you will learn a research-based framework that enables more powerful sales coaching through the use of sales metrics. You will also learn to apply this practical framework to common sales management issues, and clear...Read more

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Aligning Sales Territories: New Approaches for Optimizing Productivity

17 September 2014

This workshop offers perspective on developing an end-to-end territory management process; from territory optimization through ongoing maintenance and sales crediting. Few management decisions have a greater impact on sales productivity than territory assignments. Well-designed territories allow quick response to dynamic market conditions and changing customer coverage requirements. This workshop offers...Read more

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Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)

17 September 2014

As the job of selling becomes ever more complex, companies are struggling to assure their salespeople keep pace with the changing landscape. Traditional sales training simply isn't meeting the need, but companies may find the right peak performance recipe by looking to other disciplines. From music to sports to mathematics...Read more

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What Your Reps Will Never Tell You

17 September 2014

Learn from recent sales effectiveness research initiatives, evaluate upcoming technology trends, and discover how more informed sales teams are staying ahead of the curve. Keeping up with sales effectiveness trends is critical for a successful sales organization. Sales technology investment is on the rise, sales teams are going mobile, and...Read more

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Solving the Toughest Sales Compensation Problem – Setting Good Quotas

16 September 2014

Annual surveys perennially show that setting good quotas is the number one issue faced by sales compensation professionals. But you don’t need to struggle – there is a proven best practice for setting fair quotas. In this session you will learn: Four ways companies set bad quotas How many salespeople...Read more

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Leading Sales Force Transformation (Panel Discussion)

16 September 2014

Change management is an essential sales leadership competency, given how often sales organizations must realign their capabilities. This panel focuses on transformation case studies at leading sales organizations, and offers transformation best practices and frameworks for assessing successful transformation.