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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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Seven Steps to Simplified Sales Management

16 September 2014

Sales leaders: Another year, another struggle. Marketing still is not giving you enough leads. The ones you have received aren't good enough. Territories aren't properly balanced. Sales reps don't have easy access to resources to be effective in appointments. Too many manual approval processes. Can't get quotes out the door...Read more

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2014 Sales Force Productivity Conference

15 September 2014

Conference Archives

Course: Better Sales Management Through Better Time Management

15 September 2014

Learn how to take back your calendar and focus on the high-impact activities that drive sales results! If there’s one thing that sales managers DON’T have, it’s enough time to do all they need to do. So what happens? The important stuff (coaching) gets squeezed out by the urgent stuff...Read more

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Sales Training ROI Measurement Framework

15 September 2014

Quantifying sales training's value proves difficult for most firms. Worse yet, credible measures of sales training efficacy can yield disheartening results. ES Research, for example, has reported that 90% of sales training has no lasting impact after 120 days. This course offers practical insights for measuring sales training ROI, and...Read more

Conference Archives

Optimizing Market Coverage to Drive Organic Growth

15 September 2014

With limited resources to deploy in the market, to achieve today’s aggressive growth objectives it’s critical that those resources be deployed optimally to maximize market coverage and drive results. This workshop with Marshall Solem and Scott Sims from ZS Associates explores how to apply best practices and address vital real...Read more

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