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WORKSHOP: Quantifying Sales Learning Investments’ Business Impact

16 October 2018

Sales organizations struggle to quantify sales training’s impact. As a result, learning investments are often the first area cut in a downturn, and the most difficult to secure budget for. New Sales Management Association research suggests how increased training investments can enhance sales force engagement, retention, and onboarding effectiveness in...Read more

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PANEL — Conducting the Symphony: Implementing a Coordinated Approach to Sales Planning

16 October 2018

Sales planning can feel like conducting a symphony — it requires coordination, precise timing, and the integration of disparate parts into a harmonious whole. When done effectively, sales planning allows sales forces to mobilize effort at all levels of the organization and execute complex strategies. This session examines the essential...Read more

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WORKSHOP – Sales Process Management Clinic

16 October 2018

Almost all sales organizations consider sales process important, but few use it effectively. This is unfortunate, because poor (or missing) process diminishes productivity, slows revenue growth, and undermines quality outcomes for salespeople and customers alike. It also hobbles management, who are less able to forecast performance, scale the organization, or...Read more

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CASE STUDY – Transforming Sales Operations at Winshuttle

16 October 2018

For data solutions firm Winshuttle, sales operations is a vital function for directing and enabling a high growth sales organization in a fast-moving marketplace. Their recent efforts to transform sales ops over the past 18 months is profiled in this session. By streamlining sales operations’ planning and performance management efforts,...Read more

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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

Conference Archives

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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WORKSHOP: Quantifying Sales Learning Investments’ Business Impact

PANEL — Conducting the Symphony: Implementing a Coordinated Approach to Sales Planning

WORKSHOP – Sales Process Management Clinic

CASE STUDY – Transforming Sales Operations at Winshuttle

WORKSHOP – Pipeline Management Fundamentals

CASE STUDY – Developing First Line Sales Managers at Schlumberger

WORKSHOP – Establishing a Center of Excellence for Sales Performance Management

WORKSHOP – Improving Sales Effectiveness with High Impact Sales Coaching

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