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WORKSHOP – Pipeline Management Fundamentals

16 October 2018

Few problems are as vexing to sales management than the pipeline – the backlog of sales opportunities, at various stages of realization, that represent expected future results. Tracking, assessing, and prioritizing the opportunity pipeline is integral to managing what ultimately exits it, and becomes a realized sale. Sales Management Association’s...Read more

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CASE STUDY – Developing First Line Sales Managers at Schlumberger

16 October 2018

Global oil field services leader Schlumberger operates in some of the least forgiving markets in the world, while employing 100,000 people from more than 140 nationalities. This presentation showcases Schlumberger’s efforts to build a world class first line sales management corps, capable of directing the firm’s sales efforts, adapting to...Read more

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WORKSHOP – Establishing a Center of Excellence for Sales Performance Management

16 October 2018

Navigating the intricacy of enterprise-level sales operations is a challenge. Between dynamic industries, new products, and sales force turnover, there’s no end to elements that can impact your team’s effectiveness. This session presents the value of implementing a center of excellence to cut through the noise and focus your sales...Read more

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WORKSHOP – Improving Sales Effectiveness with High Impact Sales Coaching

16 October 2018

Few activities are considered as important to the sales organization as sales coaching. Three-fourths of firms, in fact, consider sales coaching very important to sales force effectiveness, but despite this awareness over three-quarters of firms say they do very little, if any, coaching. Of greater concern is the quality of...Read more

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KEYNOTE – Sales Leadership Best Practices in Latin American Markets

16 October 2018

Latin American markets, among the world’s fastest growing, present distinct deployment challenges to sales organizations. This session highlights key characteristics of Latin America markets, among the fastest growing in the world, and comprising 55 million consumers in the US alone. The session focuses on successful approaches to managing salespeople focused...Read more

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KEYNOTE PANEL – Best Practices in Salesperson Onboarding and Enablement

16 October 2018

Sales onboarding represents a large, immediate, and under realized improvement opportunity for most sales organizations, recent Sales Management Association research has found. Modest improvements in onboarding capability reduce ramp time, increase new hire success rates, and allow managers to more confidently upgrade underperforming incumbent tales talent. In this panel we...Read more

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KEYNOTE – Case Study: Sales Enablement’s Role in Driving Sales Force Effectiveness

16 October 2018

Productive sales organizations are retooling their learning and content distribution investments around an emerging discipline called sales enablement. This session features an overview of recently concluded Sales Management Association research on sales enablement practices, and a case study from a leading sales organization that made sales enablement the centerpiece of...Read more

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CASE STUDY – Putting Culture at the Center of a Sales Force Reorganization at Boehringer Ingelheim Animal Health

16 October 2018

After joining forces with Merial in 2017, Boehringer Ingelheim’s Animal Health sales organization doubled in size, combining a diverse set of animal health products, customers, and sales resources on a global scale. This presentation highlights the key elements of BI’s ongoing integration in the US, including its efforts to retool...Read more