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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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Workshop – Research on World Class Sales Practices: Actionable Insights for Sales Leaders

18 October 2017

In this session, Seleste Lunsford shares data from the just-released 2017 World-Class Sales Practices Study. In its 20th year, CSO Insights’ study combines historical perspective with fresh, unique insights, while focusing on the most critical organizational practices that produce the greatest lift in results. The session offers actionable insights for...Read more

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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

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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

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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

2017 Sales Force Productivity Conference

17 October 2017

Thank you for purchasing the 2017 Sales Force Productivity Conference Digital Archive. Below are links to each session in the digital archive. Each session's link includes audio or video as well as any Powerpoint files used in the session. Enjoy! Are you interested in purchasing full access to the 2017...Read more

Conference Archives

Keynote – Accelerating Growth Through Faster Knowledge Sharing at Nuveen

17 October 2017

In this session, Nuveen’s Joy Crenshaw, managing director and head of sales development, shares how Nuveen is arming its sales force with timely, salient insights from internal thought leaders and peers in the field. Employing an agile, sales-centric approach, Nuveen uses mobile-enabled video sharing to put learning in the sales...Read more

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Keynote Panel – Flipping the Sales Force: New Models for Sales Force Learning

17 October 2017

Bad teachers and bad salespeople share a similar defect: rather than engage with their audience, they lecture them into glazed stupor. In education, progressive teachers are rethinking that approach with a new paradigm called the “flipped classroom;” it has a lot to offer sales organizations similarly interested in improving both...Read more