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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

Conference Archives

Modeling Selling Capacity to Unlock Sales Force Success

7 June 2022

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

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

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Diagnosing Growth Bottlenecks in the Sales and Value Delivery Chain

Building Sales Manager Bench Strength

Symposium on Corporate Sales Force Effectiveness

Sales Learning and Development’s New Success Metrics

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

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

Modeling Selling Capacity to Unlock Sales Force Success

Closing Keynote AI’s Impact on the Sales Force: Separating Fact From Fiction

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