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Workshop: The Future of Sales Compensation

26 October 2016

Sales compensation programs were built by, and for, Baby Boomers and Generation X-ers. But newer generations--like Millennials (born after 1977) and Gen 2020 (born after 1997)--will soon represent the majority of sales workers. Their needs, interests, and motivations are different than their predecessors; yet few firms seem to be adapting...Read more

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Panel: No Buyer Left Behind: Designing Territories to Engage Every Opportunity

26 October 2016

How do firms optimize existing resources when facing deployment decisions such as: How many sales reps do we need? Who should call on which accounts/prospects? and How do we design territories maximize the resources we have? This expert panel discusses specific ways to address these challenges, and fields audience questions...Read more

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Workshop: The ROI on Sales Force Effectiveness Initiatives

26 October 2016

As the largest expense on many firms? operating statement, the sales force attracts plenty of management scrutiny and frequent assessment of its ROI. This session considers how sales organizations attempt to improve sales force effectiveness through various initiatives, how they measure success, and how ROI should be determined for such...Read more

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Workshop: Sales Talent Assessment: When, Where, and Why You Should Use a Structured Approach

26 October 2016

“Will” and “skill:” two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,”but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. This workshop details a business...Read more

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Panel: Developing Rock Star Sales Managers

25 October 2016

Most of our sales managers were once rock star salespeople. Then they got promoted. Then the music stopped. How do we take those former stars and get them rocking once again as world-class sales managers? Join a hand-picked panel of sales enablement rock stars as share how the built high...Read more

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Case Study: Elevating Sales Effectiveness at Oracle: A Journey in Building a High Performance Sales Team

25 October 2016

For Oracle, the sales game had changed, and management needed to remake its performance culture. Presented by Oracle sales leader TJ Pomian, this presentation reveals how Oracle utilized analytics, innovative coaching techniques, and new incentives to strengthen the firm's competitive advantage. Integrating mobile, automation, and gaming technologies, Oracle's revamped sales...Read more

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Case Study: Raising Front-Line Managers’ Sales Coaching Proficiency at Dun & Bradstreet

25 October 2016

Dun & Bradstreet implemented a front-line sales leader initiative over the past year. After educating sales managers on coaching, D&B measured and tracked managers' coaching performance. This session describes the firm's experience, as shared by the initiative's catalyst, Wayne Silverman, vice president, technology market. Wayne and sales effectiveness consultant Everett...Read more

Conference Archives

Case Study: Kowa Pharmaceuticals America: Outsourcing Sales Operations

25 October 2016

Kowa's 2008 entry into the US market helped realize the Japanese company's vision of a global pharmaceutical organization. Focused in cardiometabolic therapeutics, Kowa encountered challenges common to fast-growing sales forces in complex selling environments. Chief among these was establishing a sales operations function capable of enabling a productive, effective sales...Read more

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Workshop: The Future of Sales Compensation

Panel: No Buyer Left Behind: Designing Territories to Engage Every Opportunity

Workshop: The ROI on Sales Force Effectiveness Initiatives

Workshop: Sales Talent Assessment: When, Where, and Why You Should Use a Structured Approach

Panel: Developing Rock Star Sales Managers

Case Study: Elevating Sales Effectiveness at Oracle: A Journey in Building a High Performance Sales Team

Case Study: Raising Front-Line Managers’ Sales Coaching Proficiency at Dun & Bradstreet

Case Study: Kowa Pharmaceuticals America: Outsourcing Sales Operations

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