Blog Post
There are lots of terms that get tossed around by sales forces, such as “sales process” and “sales coaching,” and many of these have very vague meanings. Another term that we frequently hear used in various ways is “sales enablement.” Sometimes this is a code word for a sales operations...Read more
Conference Archives
Sales Leadership’s Planning Priorities 
23 September 2014
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A sales force’s sales attainment curve – the distribution of performance across low, mid, and high-performing salespeople – offers unique insights to management. Leaders that listen to their sales organization’s attainment curve can discover opportunities for increased revenue and reduced costs. Discover where top performers may be minimizing revenue opportunity,...Read more
Gain a clear understanding of talent evaluation techniques, the link between competencies and sales performance, and how best to apply these principles in elevating sales training ROI. Sales and sales ops leaders have always struggled to maximize sales team effectiveness and hire top-performing new talent. CSO Insights reports this is...Read more
Conference Archives
CSO vs. CFO Conflict: Winning the Battle for Growth Investment
17 September 2014
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Chief Sales Officers routinely butt heads with corporate CFOs. For the most part, this is a natural consequence of their assigned roles in the corporate ecosystem. Understanding these roles can go along way toward effectively resolving CSO vs. CFO conflict. CSOs are tasked with growth, and with expanding the firm’s...Read more
Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself -- a...Read more
Conference Archives
Use Sales Metrics to Be a Better Coach
17 September 2014
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Have sales reports? Like to coach? Then you are in business! In this one-hour working session, you will learn a research-based framework that enables more powerful sales coaching through the use of sales metrics. You will also learn to apply this practical framework to common sales management issues, and clear...Read more
Conference Archives
Aligning Sales Territories: New Approaches for Optimizing Productivity
17 September 2014
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This workshop offers perspective on developing an end-to-end territory management process; from territory optimization through ongoing maintenance and sales crediting. Few management decisions have a greater impact on sales productivity than territory assignments. Well-designed territories allow quick response to dynamic market conditions and changing customer coverage requirements. This workshop offers...Read more
Conference Archives
Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)
17 September 2014
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As the job of selling becomes ever more complex, companies are struggling to assure their salespeople keep pace with the changing landscape. Traditional sales training simply isn't meeting the need, but companies may find the right peak performance recipe by looking to other disciplines. From music to sports to mathematics...Read more
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