Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approaches for minimizing the sales organization's administrative activities, and getting back to the...Read more
The buzz surrounding artificial intelligence (AI) and its potential impact on sales organizations includes predictions of massive job losses and obsolescence for traditional sales roles. Are these claims over-hyping AI's potential, or do they reflect the inevitable consequence of continued technological progress? How should sales leadership anticipate a future that...Read more
Webcast
Why Your Sales Onboarding Process Is Broken & How to Fix It 
25 October 2017
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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 – Research on World Class Sales Practices: Actionable Insights for Sales Leaders
18 October 2017
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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
Conference Archives
Workshop – Making Sales Management Training Stick
18 October 2017
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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
Conference Archives
Workshop – Measuring Sales Force Activity: Research Based Insights
18 October 2017
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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
Conference Archives
Keynote Panel – Building a High Performing Sales Operations Function
18 October 2017
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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
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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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