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CASE STUDY – Virtual Sales Coaching at United Rentals

31 October 2019

Distributed sales teams make coaching and development efforts more difficult, but virtual coaching initiatives are helping teams overcome many of these obstacles. In this presentation United Rentals’ Jeff Cummings details an effort to integrate virtual coaching capabilities into the firms sales development efforts. The session covers program objectives, key challenges,...Read more

Conference Archives

CASE STUDY – Sales Performance Management Solutions – Technology Overview and Cox Automotive Case Study

31 October 2019

Sales Performance Management (SPM) describes a fast-growing technology solution category that addresses salesperson assignments, quota management, incentive compensation, and reporting. By integrating a continuum of performance management activities into a coherent whole, it clarifies expectations for salespeople, speeds administration of reporting and incentives, and offers all participants dramatically better insight...Read more

16 Sales Enablement Statistics That Will Make You Want To Try It

29 October 2019

Conference Archives

2019 Sales Force Productivity Conference

28 October 2019

Conference Archives

KEYNOTE – The Shocking Truth About Process Driven Sales Methodology

24 October 2019

Sales organizations that abandon process driven sales methodologies for "agile" approaches see 22% higher win rates, according to Florida State University's research on sales force agility. In this keynote session VantagePoint Performance’s Scott Weinhold reviews: Florida State University Sales Institute research findings The types of insight your company needs The...Read more

Companion Exhibits

Companion Exhibits: Annual Sales Meeting Best Practices

11 October 2019

In recently concluded research on annual sales meetings, the Sales Management Association examines the wide range of practices associated with these meetings, identifying impactful approaches and emerging trends. The research also details practices related to annual meeting topics, effectiveness, expense, and return-on-investment.

Full Research Report

Research Report: Annual Sales Meeting Best Practices

11 October 2019

A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.

Research

Annual Sales Meeting Best Practices

11 October 2019

Each year, most sales organizations hold an annual meeting (sometimes called a Sales Kickoff). In recently concluded research on annual sales meetings, the Sales Management Association examines the wide range of practices associated with these meetings, identifying impactful approaches and emerging trends. The research also details practices related to annual...Read more