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Michael Ahearne

5 July 2018

Michael Ahearne (PhD, Indiana University) is the C.T. Bauer Professor of Marketing and Executive Director of the Sales Excellence Institute at the University of Houston. Michael’s research has primarily focused on improving the performance of salespeople and sales organizations. He has published over 50 articles in leading journals throughout the...Read more

Ken Kramer

5 July 2018

Ken Kramer is president at TerrAlign. Prior to TerrAlign, Ken held leadership roles at Siebel Systems (now Oracle), Centive, Ascential Software (now IBM), and MapInfo.

Erik Charles

5 July 2018

Erik Charles is Vice President of Strategic Marketing at Xactly, a provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. With more than 20 years’ experience in sales and incentive compensation, Erik has designed plans as a consultant, managed them in both sales operations and as...Read more

Jason Jordan

5 July 2018

Jason Jordan is a Partner at Vantage Point Performance, a training firm focused exclusively on sales managers. He is a recognized thought leader in B2B sales, and conducts research into world-class organizations’ sales management best practices — research featured in a book Jason coauthored called Cracking the Sales Management Code....Read more

Michelle Vazzana

5 July 2018

Michelle Vazzana is Chief Executive Officer at Vantage Point Performance, a global sales management training and development firm. She co-authored Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Michelle has personally trained and coached thousands of sales people, sales managers, and sales leaders. She has...Read more

Bob Sanders

2 July 2018

Webcast

Research First Look: Sales Operations Competencies

2 July 2018

This webcast features our first look at findings from research on sales operations competencies. The research identifies professional competencies important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational...Read more