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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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Workshop – Sales Performance Warning Signs – and What To Do About Them

17 October 2017

Is your “check sales engine” light blinking? Asking a sales manager how the quarter is going typically results in a quick response regarding pipeline, plus the status of a few key deals. This barely scratches the surface of sales performance, and makes forecasting nothing more than a gut check. Sales...Read more

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Workshop – Sales Management’s Role in Shaping Company Culture

17 October 2017

Company culture can significantly affect salesperson engagement, satisfaction, and retention. And the sales force’s perception of company culture can be heavily influenced by the first line sales manager, and their frequent, direct interactions with salespeople. In this session presenters from two different firms with strong cultures discuss company culture’s impact...Read more

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Case Study – Sales Time Well Spent: New Improvements in Activity Analytics

17 October 2017

Sales executives with even moderately large, distributed salesforces rely on data to help them understand which activities and behaviors lead to the best outcomes. Yet much of the information that sales executives rely upon today, such as CRM reporting tools and time studies, is based on self-reported data. Even with...Read more

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Case Study – Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

17 October 2017

As North America’s leading provider of vehicle remarketing services, Manheim connects buyers and sellers to an extensive wholesale vehicle marketplace and auction network. Its 18,000 employees enable Manheim to register about 8 million used vehicles per year, facilitate transactions representing nearly $57 billion in value, and generate annual revenues of...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

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Workshop – The Three Conversations of Effective Sales Coaching

17 October 2017

Employees are looking for regular feedback, authentic connections and a more collaborative relationship with their managers. As a result, coaching is getting a lot of attention as a way to unlock this connection and boost employee performance. But while it seems that everyone knows and talks about the importance of...Read more

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Panel – Assessing Return on Sales Technology Investments

17 October 2017

Sales technology is a growing and increasingly strategic investment for sales forces. Quantifying technology’s business impact is a challenge for organizations evaluating potential investments, or assessing installed platforms. This session draws upon recent Sales Management Association research on technology ROI calculation practices, and their prioritized importance, accuracy, and prevalence of...Read more