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Conference Archives

PANEL – Removing Sales Transformation Blind Spots, The Hidden Obstacles That Slow Management’s Impact Efforts Full members only

31 October 2019

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Organizations focus their efforts on the most visible sales transformation issues, such as structure, incentives, CRM tools, and sales training. Many overlook hidden obstacles that can slow or stop progress, but can be easily identified and resolved. This panel discussion focuses on common management blind spots and how to identify...Read more
Conference Archives

WORKSHOP – Improving Sales Execution Full members only

31 October 2019

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Why do so many sales organizations have such trouble with sales execution? Despite investing in tools, implementing the right performance measures, and ensuring accountability for results In this workshop VantagePoint Performance's Michelle Vazzana examines common disconnects between sales organization’s expected outcomes and their sales force's ability to execute.
Conference Archives

CASE STUDY – Virtual Sales Coaching at United Rentals Full members only

31 October 2019

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Distributed sales teams make coaching and development efforts more difficult, but virtual coaching initiatives are helping teams overcome many of these obstacles. In this presentation United Rentals’ Jeff Cummings details an effort to integrate virtual coaching capabilities into the firms sales development efforts. The session covers program objectives, key challenges,...Read more
Conference Archives

CASE STUDY – Sales Performance Management Solutions – Technology Overview and Cox Automotive Case Study Full members only

31 October 2019

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Sales Performance Management (SPM) describes a fast-growing technology solution category that addresses salesperson assignments, quota management, incentive compensation, and reporting. By integrating a continuum of performance management activities into a coherent whole, it clarifies expectations for salespeople, speeds administration of reporting and incentives, and offers all participants dramatically better insight...Read more
Conference Archives

KEYNOTE – The Shocking Truth About Process Driven Sales Methodology Full members only

24 October 2019

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Sales organizations that abandon process driven sales methodologies for "agile" approaches see 22% higher win rates, according to Florida State University's research on sales force agility. In this keynote session VantagePoint Performance’s Scott Weinhold reviews: Florida State University Sales Institute research findings The types of insight your company needs The...Read more

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