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
Conference Archives
Use Sales Metrics to Be a Better Coach 
17 September 2014
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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
Conference Archives
Aligning Sales Territories: New Approaches for Optimizing Productivity
17 September 2014
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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
Conference Archives
Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)
17 September 2014
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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
Conference Archives
What Your Reps Will Never Tell You
17 September 2014
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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
Conference Archives
Managing Millennials: Building Trust through Transparency
16 September 2014
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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
Conference Archives
Solving the Toughest Sales Compensation Problem – Setting Good Quotas
16 September 2014
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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
Conference Archives
Leading Sales Force Transformation (Panel Discussion)
16 September 2014
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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.
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