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
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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
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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
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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
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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
Conference Archives
Modeling Selling Capacity to Unlock Sales Force Success
7 June 2022
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Sales managers don’t really manage “sales.” Sales are outcomes, determined by many different inputs and variables – the things that sales managers can in fact manage. Effective managers understand the inputs that determine success, and focus their efforts on influencing the right ones. This session provides managers with a model...Read more
Conference Archives
Closing Keynote AI’s Impact on the Sales Force: Separating Fact From Fiction
7 June 2022
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Developments in artificial intelligence follow in quick succession. But how can sales executives leverage this novel technology to make better decisions and build a competitive advantage? This talk will discuss what artificial intelligence actually is, how it works, and how far technology has progressed already. We will then look at...Read more
Conference Archives
2022 Sales Force Productivity Conference
7 June 2022
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