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Conference Archives

KEYNOTE PANEL – Best Practices in Salesperson Onboarding and Enablement Full members only

16 October 2018

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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
Conference Archives

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

16 October 2018

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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
Conference Archives

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

16 October 2018

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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
Conference Archives

WORKSHOP – Building a Sustainable Sales Enablement Strategy Full members only

16 October 2018

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Sales enablement initiatives are often plagued with failure due to unclear objectives, misaligned stakeholders, or poor communication. These failures compromise the sales organization’s overall effectiveness, as sales enablement is crucial to meeting sales growth objectives. This session details a model for ensuring the sustainable success of sales enablement initiatives and...Read more
Conference Archives

KEYNOTE PANEL: Winning the Coming Channel War Full members only

16 October 2018

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The explosion of web based buying alternatives is ratcheting up channel conflict for many sales organizations. Channel conflict can quickly erode the sales force’s carefully crafted value propositions, while undermining profitable revenue growth. Worse yet, unauthorized resellers’ activities can destroy brand equity and firm reputation — generating disaffected customers and...Read more

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