Research
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
Conference Archives
KEYNOTE – Preparing Managers to Lead Sales Transformations
31 October 2019
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How do leading sales organizations cope with fast changing markets and evolving buyer preferences? Many find the sales management role critical to the effort. This session explores how two firms prepare managers to anticipate, implement, and manage change initiatives vital to sales force effectiveness. Bank of America Merchant Services (BAMS)...Read more
Conference Archives
KEYNOTE – Sales Readiness, Not Sales Training: Measurable Sales Capability for Commercial Effectiveness
31 October 2019
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Learn how the MindTickle’s Sales Readiness platform can increase your overall sales productivity by delivering world-class knowledge, skills and coaching capabilities that result in a single Sales Capability Index (SCI). SCI quantifies the readiness of your sellers and their productivity against their performance which is captured in the CRM solution....Read more
Conference Archives
WORKSHOP – Values and Integrity: Killer Apps Many Companies Overlook in Equipping Sales Organizations
31 October 2019
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What sort of culture are you building in your sales team that’s going to help make 2020 better than 2019? In the rush to embrace everything changing about the sales profession, it’s easy to lose focus on enduring qualities that have always been true of great salespeople. These include the...Read more
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