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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

Conference Archives

Transforming Sales Operations: Two Perspectives

8 October 2013

The intersection of traditional sales operations, emerging sales technology and sales effectiveness teams have transformed sales operations from a Finance-driven organization to one with a much broader charter and higher impact. Ian Levine, Iron Mountain's sales operations architect and sales effectiveness strategist reviews key lessons from his firm's sales transformation,...Read more

Conference Archives

Using Video to Improve Sales Enablement

8 October 2013

The power of video allows companies to tell their unique story and communicate their value proposition in a way that grabs attention and ensures greater retention -- both for prospects and for salespeople. In this session, Brainshark's chief marketing officer Andy Zimmerman shows how leading companies are using video to...Read more

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Workforce Planning for the Sales Organization

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

Sales Productivity Drivers for 2014

Keynote: New Models for Sales Coaching

Keynote: Sales Training: A Eulogy

Sales Performance Management: Emerging Models, Best Practices

Transforming Sales Operations: Two Perspectives

Using Video to Improve Sales Enablement

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