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Webcast

Why Your Sales Onboarding Process Is Broken & How to Fix It

25 October 2017

Many of us are familiar with the 10,000 Hours rule popularized by Malcolm Gladwell in his book, Outliers. The theory goes that for anyone to reach the tipping point of greatness, they must study or practice a specific skill for 10,000 hours. In the years since, the theory has been...Read more

Conference Archives

Workshop – Making Sales Management Training Stick

18 October 2017

Why do so many training initiatives have such little impact on performance? The answer, as many change management theories are quick to point out – is that training alone won’t get people to change what they do or how they do it, no matter how good, targeted, or relevant the...Read more

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Workshop – Measuring Sales Force Activity: Research Based Insights

18 October 2017

Selling activities – the essential tasks that comprise a salesperson’s job, and include things like making customer calls or generating proposals – ultimately determine salesperson productivity. But collecting sales activity data is notoriously tricky, and few firms do so effectively, leaving management with inadequate insight into root causes of performance....Read more

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Case Study – Scaling Sales Excellence at Tech Unicorn MongoDB

18 October 2017

MongoDB's sales force has grown dramatically in the ten years since its founding in 2007. Now serving over half the Fortune 500, and more than 4,300 customers in 85 countries, the firm's sharp growth trajectory is supported with finely tuned sales effectiveness solutions. This session outlines MongoDB's five pillars of...Read more

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Keynote Panel – Building a High Performing Sales Operations Function

18 October 2017

High performing sales operations functions focus on a strategic charter, while efficiently executing tactical responsibilities. This panel discussion showcases leading practitioners’ approaches for staffing, planning, and executing core sales operations responsibilities. Panelists will discuss a range of topics including enabling technology, establishing strategic objectives, and assessing departmental effectiveness.

Conference Archives

Workshop – New Trends in Sales Performance Management

18 October 2017

Progressive firms are doing more with sales performance management (SPM) tools, which in the past often focused on incentive compensation management. Using metrics to model various territories, balance resources, and predict outcomes; implementing rewards systems that are aligned with corporate objectives and sales strategies; and offering mentoring to the sales...Read more

Conference Archives

Workshop – Location Data: Sales Analytics’ Force Multiplier

18 October 2017

Innovations in analytics, mobility, and applications are redefining what’s possible for sales organizations. Among these advancements is the use of geospatial and location data. By integrating location information into applications like CRM, firms are dramatically improving their sales team’s spatial insights into lead intelligence, customer data, and market opportunity. In...Read more

Conference Archives

Keynote Panel – The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers

18 October 2017

In the Book of Revelation, four horsemen (Death, Famine, War, and Conquest) open a can of world-ending whoop ass before the last judgment. Four forces are similarly positioned as harbingers of the sales force’s demise. They are automation, marketing, artificial intelligence, and crowdsourcing. Pundits would have us believe these technologies...Read more