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Conference Archives

KEYNOTE CASE STUDY – Implementing World Class Sales Leadership Development at Johnson Controls Full members only

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 Full members only

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 Full members only

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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KEYNOTE – Sales Readiness, Not Sales Training: Measurable Sales Capability for Commercial Effectiveness Full members only

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 – Sales Enablement Case Studies – Learn How Sales Organizations Are Rethinking Sales Learning and Development Full members only

31 October 2019

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In this session, you’ll learn how firms are using sales enablement to address hot-button issues such as employee retention, global teams, and increasingly educated buyers. You’ll come away from this session with a deeper knowledge of the sales enablement tool ecosystem, and with concrete ideas on implementing a best in...Read more

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