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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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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.

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Aligning Sales Territories: New Approaches for Optimizing Productivity

Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)

What Your Reps Will Never Tell You

Developing Sales Managers (Panel Discussion)

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

Managing Millennials: Building Trust through Transparency

Solving the Toughest Sales Compensation Problem – Setting Good Quotas

Leading Sales Force Transformation (Panel Discussion)

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