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When It Comes to Sales Content, Sales Leaders are Focused On the Wrong Thing

7 June 2022

There’s good reason for sales leaders today to be focused on sales content optimization. Leading technology solutions are touting the ability to tie content usage to sales outcomes, with direct integrations into your CRM. Content analytics have come a long way in a short time. And it’s not that understanding...Read more

Conference Archives

Leading Sales Teams to Embrace Change

7 June 2022

Today’s sales forces are constantly asked to change. In fact, a majority of sales leaders have three or more change initiatives underway at any given time. Yet, most sales teams have a poor track record in making substantive progress. Why? Here, professor Ryan Mullins draws upon case studies and research...Read more

Conference Archives

Diagnosing Growth Bottlenecks in the Sales and Value Delivery Chain

7 June 2022

Large firms often have multi-solution offerings, matrixed sales roles and teams, and layers of channels and go-to-market routes. When growth falters in one part of such firms, it’s often difficult to diagnose where the problem lies and how to address it. This session focuses on diagnosing growth bottlenecks and capability...Read more

Conference Archives

Building Sales Manager Bench Strength

7 June 2022

Sales organizations are quick to invest in sales recruiting, especially given the competitive labor market. Yet many of the same firms have no organized approach to filling sales manager positions. In fact, even though one out of every six sales manager positions cokes open each year on average, most sales...Read more

Conference Archives

Symposium on Corporate Sales Force Effectiveness

7 June 2022

This session advances a framework for reconsidering the corporate SFE function’s purpose and impact. It presents emerging practices and trends indicative of the sales function’s rapidly changing operating context. Session presenters make the case for establishing (or reestablishing) a new corporate charter for corporate SFE, as a way of incorporating...Read more

Conference Archives

Sales Learning and Development’s New Success Metrics

7 June 2022

Measuring sales training effectiveness is notoriously tricky. In the past, sales trainers used activity or completion statistics as weak substitutes for training outcomes. These offer unconvincing arguments for sales training’s ROI. Today, much about sales training is changing, beginning with a shift away from classroom training. And, most firms now...Read more

Conference Archives

Unlocking Academic Sales Centers’ Partnership Potential: What Sales Leaders Need to Know

7 June 2022

Many sales leaders aren’t familiar with academic sales centers. They’ve been growing quickly on college campuses worldwide, where they educate business students on professional selling, and prepare graduates to succeed in entry level sales careers. A few elite level academic sales centers are also educating managers in their MBA and...Read more

Conference Archives

Sales Performance Management (SPM) Software – New Research On How Customers View Their SPM Investments

7 June 2022

Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. (Notable providers are Xactly, Varicent, SAP, Oracle, and Anaplan). SPM promises management greater control, richer insight, and faster decision making. But SPM solutions are sometimes...Read more