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KEYNOTE – The Changing Role of First Line Sales Managers

31 October 2019

First line sales managers (FLSMs) are critical to the sales organization’s success. Yet in many firms the FLSM role is inadequately resourced, poorly supported, even under appreciated. This presentation explores the characteristics of effective FLSMs, and in a follow-on panel discussion considers several questions central to FLSM effectiveness. These include:...Read more

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SYMPOSIUM on Sales Organization Learning and Development: Research and Insights on Emerging Practice

31 October 2019

Sales organizations are increasing their spending on sales training and other learning and development investments for salespeople. Much of this increased investment will take the form of non-traditional training content delivery. In fact, technology is remaking sales training delivery, just as it is remaking the nature of many sales jobs...Read more

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KEYNOTE – Preparing Managers to Lead Sales Transformations

31 October 2019

How do leading sales organizations cope with fast changing markets and evolving buyer preferences? Many find the sales management role critical to the effort. This session explores how two firms prepare managers to anticipate, implement, and manage change initiatives vital to sales force effectiveness. Bank of America Merchant Services (BAMS)...Read more

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KEYNOTE – Sales Readiness, Not Sales Training: Measurable Sales Capability for Commercial Effectiveness

31 October 2019

Learn how the MindTickle’s Sales Readiness platform can increase your overall sales productivity by delivering world-class knowledge, skills and coaching capabilities that result in a single Sales Capability Index (SCI). SCI quantifies the readiness of your sellers and their productivity against their performance which is captured in the CRM solution....Read more

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WORKSHOP – Values and Integrity: Killer Apps Many Companies Overlook in Equipping Sales Organizations

31 October 2019

What sort of culture are you building in your sales team that’s going to help make 2020 better than 2019? In the rush to embrace everything changing about the sales profession, it’s easy to lose focus on enduring qualities that have always been true of great salespeople. These include the...Read more

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WORKSHOP – The Learning Quota: A Bold New Onboarding Approach

31 October 2019

Sales organization's don’t flinch when it comes to assigning performance quotas, even to brand new hires. But too often they overlook the learning milestones essential to a new hire salesperson's ability to establish initial success. This session discusses a bold departure from conventional practice: holding new salespeople accountable for learning...Read more

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WORKSHOP – Sales Enablement Case Studies – Learn How Sales Organizations Are Rethinking Sales Learning and Development

31 October 2019

In this session, you’ll learn how firms are using sales enablement to address hot-button issues such as employee retention, global teams, and increasingly educated buyers. You’ll come away from this session with a deeper knowledge of the sales enablement tool ecosystem, and with concrete ideas on implementing a best in...Read more

Conference Archives

WORKSHOP – Aligning Sales Territories

31 October 2019

Well-designed territories enhance salesperson productivity, reduces selling expense, improve customer and opportunity coverage, and establish a sound foundation for all other performance management activities. This workshop addresses principles of sound territory design, including balancing territory opportunity and workload. It draws on practitioner insights and recent Sales Management Association research. Also...Read more

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KEYNOTE – The Changing Role of First Line Sales Managers

SYMPOSIUM on Sales Organization Learning and Development: Research and Insights on Emerging Practice

KEYNOTE – Preparing Managers to Lead Sales Transformations

KEYNOTE – Sales Readiness, Not Sales Training: Measurable Sales Capability for Commercial Effectiveness

WORKSHOP – Values and Integrity: Killer Apps Many Companies Overlook in Equipping Sales Organizations

WORKSHOP – The Learning Quota: A Bold New Onboarding Approach

WORKSHOP – Sales Enablement Case Studies – Learn How Sales Organizations Are Rethinking Sales Learning and Development

WORKSHOP – Aligning Sales Territories

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