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Webcast

Research Update: Sales Performance Management Practices

16 October 2013

OpenSymmetry recently concluded a global study on sales performance management. The study focuses on processes, tools and reporting approaches used to enable sales organizations. In this webcast, OpenSymmetry will share results from the study, and suggest implications for sales and sales operations leadership. Topics Establishing which performance management approaches are...Read more

Conference Archives

Making Data Come to Life: Putting Sales Technology to Work for You

9 October 2013

More data is not the problem, it's what to do with the data we already have. With so much data available to support sales management decisions, why isn't it getting easier to make data-based decisions? This session addresses how to extract meaning from your organization's volumes of customer management data...Read more

Conference Archives

Workforce Planning for the Sales Organization

9 October 2013

Too often companies approach strategic changes -- like implementing solution selling, or cutting sales costs -- with tactical approaches, such as changing commission rates or quotas. In contrast, top-performing companies continually adjust their organization and its talent through strategically-driven workforce planning. When applied to the sales force, workforce planning incorporates...Read more

Conference Archives

Selling Innovation: How Research is Re-Shaping New Product Selling

9 October 2013

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Conference Archives

Sales Productivity Drivers for 2014

9 October 2013

If you're not getting better... you're getting worse. There is no status quo for sales organizations as they strive to adapt to constant customer, competitor and market changes. Improving performance requires increasing the productivity of sales reps, managers and leaders. Dana Palmblad, Senior Vice President of Sales for Miller Heiman,...Read more

Conference Archives

Keynote: New Models for Sales Coaching

9 October 2013

Sales coaching models have been around for decades, yet few companies are satisfied with the results that they achieve. Regardless, we continue to train our sales managers on the very same models, with the very same results. How do we get off of this sales coaching failure treadmill Join Vantage...Read more

Conference Archives

Keynote: Sales Training: A Eulogy

9 October 2013

Sales Training, well-known to sales organizations around the world, has died after a long battle with terminal ineffectiveness. Sales Training was instrumental in educating millions of salespeople in the course of its 80-year career. Hailed as the answer to sales organization effectiveness at the end of the 20th century, Sales...Read more

Conference Archives

Sales Performance Management: Emerging Models, Best Practices

9 October 2013

Adoption of “Sales Performance Management” (SPM) systems is surging as sales organizations realize its significant benefits. Among these is the value SPM provides sales organizations confronting reorganizations or sales deployment changes. As SPM adoption increases, new models for utilizing SPM are emerging. This panel focuses on the identifying SPM needs...Read more