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Mobile Technology’s Impact on Sales Productivity (Panel Discussion)

16 September 2014

Mobile technology is impacting the sales force in ways large and small. This session profiles several organizations' use of mobile technology to speed sales process, automate routine tasks, and improve the quality of sales interactions.

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Getting Greater Value from Your Investment in Sales Training

16 September 2014

A well-trained and knowledgeable sales force can be a significant advantage in today’s crowded and competitive marketplace. For that reason, companies invest significant resources in training and development of their sales representatives and managers. And that investment pays off. But sales training can, and should, pay even greater returns than...Read more

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Global Sales Forces, Emerging Markets

16 September 2014

Emerging markets have become a key source of global economic growth. For many global firms, emerging markets represent the single most important source of future growth. This session examines fundamental challenges, evolving management practices, and important trends in how global firms approach emerging markets, and direct growth efforts across complex,...Read more

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Developing Sales Managers (Panel Discussion)

16 September 2014

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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Building a Business Case, Fine Tuning SPM, and Driving ROI (Panel Discussion)

16 September 2014

Sales Performance Management (SPM) software solutions promise to enhance essential sales management activities, and interest in these solutions is surging. How are practitioners using SPM, and are they realizing value from SPM investments? This panel examines the impact of SPM from the perspective of practitioners and solution providers. Topics include:...Read more

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Managing Millennials: Building Trust through Transparency

16 September 2014

This presentation discusses two underlying themes: the paradoxical nature of millennials and the value of transparency. Dr. Adam Rapp and Joe Calamusa combine decades of academic and practical sales experience for a new perspective on managing and interacting with the Millennial Generation. Using primary research from thousands of millennials 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.