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Webcast

Research First Look: Monitoring and Managing Salesperson Activity

15 June 2022

Management often has an incomplete understanding of salesperson activity, including the quantity and quality of sellers’ interactions with customers and prospects. Many tools attempt to address this gap in management insight: CRM, opportunity pipeline tracking, call recording, and AI based conversational analysis, among many others. In this webcast we review...Read more

Conference Archives

Using Sales Incentives for Growth

7 June 2022

Sales incentives are an essential tool for shaping salesperson priorities and directing desired salesperson behavior, but incorrectly applied incentives can undermine firm strategy and work against the sales force’s long term success. Firms often realize this when using incentives to stimulate growth. In this session, professor Michael Ahearne offers research...Read more

Conference Archives

Kicking Sales Coaching Up a Notch: Five Things Leaders Can Do

7 June 2022

Research shows effective sales coaching has a dramatic impact on overall performance. It raises the percentage of successful salespeople in the sales force, enhances salesperson engagement and retention, and improves overall sales productivity. But many firms do not coach salespeople enough – and when they do, do not coach well....Read more

Conference Archives

Powering Up a Performance Culture in Today’s World

7 June 2022

Execution, urgency, and accountability are often stressed in results-focused sales organizations. But managers today may be more reluctant to lean into these traditional aspects of performance culture. The Great Resignation and a highly competitive labor market have made salesperson retention more important than ever. Add in the uncertainty surrounding return-to-office...Read more

Conference Archives

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

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Research First Look: Monitoring and Managing Salesperson Activity

Using Sales Incentives for Growth

Kicking Sales Coaching Up a Notch: Five Things Leaders Can Do

Powering Up a Performance Culture in Today’s World

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

Leading Sales Teams to Embrace Change

Diagnosing Growth Bottlenecks in the Sales and Value Delivery Chain

Building Sales Manager Bench Strength

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