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Faiza (Muhammedi) Jivani

8 March 2024

Speaker Profile About Faiza (Muhammedi) Jivani Faiza (Muhammedi) Jivani is senior vice president of sales at PRGX, a data management company that pioneered profit recoveries nearly 50 years ago and is now the global leader in source-to-pay data intelligence and margin expansion. Before joining PRGZ Faiza was vice president and...Read more

Mark Rajewski

1 March 2024

Speaker Profile About Mark Rajewski Mark Rajewski is one of the builders and chief advocates of customer value creation in The Coca-Cola Company. In 2015, he was part of the small team who operationalized Coca-Cola’s value creation process, CBP or Collaborative Business Planning. CBP was born out The Company’s need...Read more
Webcast

Research First Look – Optimizing Salesperson Assignments and Territory Design Full members only

20 February 2024

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This session offers a first look at Sales Management Association research on management practices related to territory design and optimization. Research findings identify how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research also quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice...Read more
Webcast

Sales Process and Pipeline Management Full members only

13 February 2024

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Formalized sales processes and opportunity pipelines give managers valuable operating frameworks, but their impact in most firms falls far short of expectation. In this webcast, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than 10 years of...Read more

Sales Organization Design

18 January 2024

This course provides an overview of key concepts, principles, and practices related to designing effective sales organizations. The course has two modules: the first shows how sales jobs are organized, and the role of specialization in sales job design. The second module offers more detail on commonly used sales organization...Read more

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