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Sales Leadership Is Flying Blind — How Do You Regain Control?

8 May 2020

Most sales leaders started 2020 with a hiring bonanza. But in very short and unforeseen order, plans were halted and priorities shifted. New concerns quickly came into view: freeze hiring, possibly downsize their sales organization, engage their sales force, and keep reps sharp. The savviest sales leaders are now acting...Read more

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Beyond Forecasting: How to Make Your Pipeline a More Effective Tool

8 May 2020

If you’re like many organizations, your pipeline has either stalled or exploded. Either way, right now your sales organization is in chaos and so is your pipeline. If you’re tired of measuring every detail of your pipeline and still not seeing the results you need, this session is for you....Read more

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Powerful Business Growth Accelerators

8 May 2020

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Managing Remote Sales Team Productivity

8 May 2020

Remote selling has become the new normal in the wake of the coronavirus pandemic as four billion people worldwide - including employees, salespeople, clients and consumers - are being forced to remain at home. Few organizations were prepared for this scale of employee dispersion. Sales productivity has suffered as newly...Read more

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Resizing the Risk Weighted Sales Funnel

8 May 2020

For many firms, post quarantine social distancing has affected demand and slowed deal flow from many industry sectors, while increasing interest from industries previously considered unlikely prospects. In this workshop, SimpleLegal’s Jessica Oney shared an approach for risk weighting pipeline value based on industry, and a framework for dynamically prioritizing...Read more

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Assessing Sales Manager Preparedness to Execute Post Pandemic Strategies

8 May 2020

Sales executives are developing their post pandemic strategies right now. The question is, how well are their sales managers prepared to execute on those strategies? In this interactive session, examine how to assess sales management’s readiness to do what needs to be done and their willingness to do it to...Read more

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Sales Coaching Traps – and How to Avoid Them

8 May 2020

Delivering quality sales coaching is hard enough in normal environments, and made even more challenging by the current crisis. Yet many of the coaching barriers that loom large now appear are similar to those that have always held management back from coaching. This discussion revisits five common reasons that salespeople...Read more

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SPM Solutions – What Do They Provide, and How Valuable Are They?

8 May 2020

Sales Performance Management (SPM) is a fast growing technology category gaining traction in large sales organizations. Firms considering SPM platforms often find it difficult to understand the features, capabilities, and usefulness of these packages, which are sometimes marketed with vague descriptions and confusing jargon. This presentation reviews the SPM category,...Read more