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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

Conference Archives

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.

Conference Archives

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

Conference Archives

2014 Sales Force Productivity Conference

15 September 2014

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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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)

Seven Steps to Simplified Sales Management

2014 Sales Force Productivity Conference

Optimizing Market Coverage to Drive Organic Growth

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