How to Become a Sales Director
5 November 2019
Companion Exhibits
Companion Exhibits: Unlocking CRM’s Value 
4 November 2019
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Sales organizations began spending money on CRM more than two decades ago. Since then, CRM has anchored most firms’ sales technology investments. Yet a surprising number of companies, in fact a majority, struggle with CRM user adoption and with disappointing returns on their CRM investments. As our research discovered, for...Read more
Full Research Report
Research Report: Unlocking CRM’s Value
4 November 2019
Register to read full article
Sales organizations began spending money on CRM more than two decades ago. Since then, CRM has anchored most firms’ sales technology investments. Yet a surprising number of companies, in fact a majority, struggle with CRM user adoption and with disappointing returns on their CRM investments. As our research discovered, for...Read more
Sales organizations began spending money on CRM more than two decades ago. Since then, CRM has anchored most firms’ sales technology investments. Yet a surprising number of companies, in fact a majority, struggle with CRM user adoption and with disappointing returns on their CRM investments. As our research discovered, for...Read more
Tool School – Developing A Flexible, Supportive Tool System
1 November 2019
Conference Archives
KEYNOTE CASE STUDY – Implementing World Class Sales Leadership Development at Johnson Controls
31 October 2019
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Great sales organizations begin with great first-line sales managers, capable of leading change in volatile conditions, coaching and developing salespeople, and directing sales efforts to deliver results. This session details an award winning, comprehensive program implemented at Johnson Controls. Their Building Sales Leaders applies leading learning design principles, integrates learning...Read more
Conference Archives
KEYNOTE – The Changing Role of First Line Sales Managers
31 October 2019
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First line sales managers (FLSMs) are critical to the sales organization’s success. Yet in many firms the FLSM role is inadequately resourced, poorly supported, even under appreciated. This presentation explores the characteristics of effective FLSMs, and in a follow-on panel discussion considers several questions central to FLSM effectiveness. These include:...Read more
Conference Archives
SYMPOSIUM on Sales Organization Learning and Development: Research and Insights on Emerging Practice
31 October 2019
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Sales organizations are increasing their spending on sales training and other learning and development investments for salespeople. Much of this increased investment will take the form of non-traditional training content delivery. In fact, technology is remaking sales training delivery, just as it is remaking the nature of many sales jobs...Read more
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