Sales Leadership Fusion July 2023

Some Topics being Addressed during this session

Maximizing the Value, Impact & Longevity of Your Sales Ops Team - Senior Director, U.S. MMS Commercial Excellence at Becton-Dickinson

• Developing An Effective Commercial Operations Team Structure
• Creating Effective Sales Enablement Programs & Governance
• How To Maximize Your Omnichannel with Inside & Field Sales Teams
• KPIs: Ensuring Your Sales Ops Activities Gain Continued Investment

Transforming Sales and Sales Leadership in the Post-COVID Environment - Director of Sales Enablement at Accuris

• New tips and techniques around sales and sales leadership in the post-covid environment
• Understanding the needs and characteristics that customers expect now from sales teams
• How Sales Leaders effectively coach and support their sales teams

Coaching – The most important thing a sales manager does - Vice President, Global Sales at Honeywell

• Balancing the art and science in your coaching.
• Using an operating system to drive the best results.
• What to look for in the data to guide your coaching.
• The best questions to use to help your sellers grow.

Drive Revenue Through Diverse Sales Representation - VP Global Revenue Enablement at Zoominfo

• The importance of reflecting your customer base
• Recruit, retain, & elevate diverse talent
• Multi-generational sales tech preferences

Budgeting For Enablement Technology, Training, & Headcount – How to Get Buy In From Your Leaders - Head of Global Sales Enablement & Learning at Morningstar

• how to take a vision for operational and team growth into a reality
• tips for prioritizing budget requests for tools/resources for impact
• developing a strong business case
• hear what makes a budget request compelling and worth consideration

AI in sales training: a layman's view – VP of Sales Training at HUB International

• What vendors are telling me
• How I'm interpreting the research
• What my business and field leaders want
• My strategy for the next 2-3 years

Winning the Field: How to Force Multiply your Sales Enablement Efforts as the Underdog - Global Sales Enablement Lead for Premium Support – (AWS)Amazon Web Services

• How to build a strategy in an organization where you are the underdog
• How to deploy sales enablement programs that force multiply your efforts
• How to win the field to drive revenue targets

Love Your Team, Survival Skills for Sales Leaders - Transformational Sales Leader at Microsoft

• Achieving sales results just got a lot harder
• Sales leaders are at risk and what to do about it
• Mastering the Love Your Team System
• Essential conversational skills for sales leaders

Where are SPM Solutions Delivering Value for their Clients? – VP of Enterprise Markets at OpenSymmetry

• How are companies defining Sales Performance Management (SPM)
• Overview of SPM Solution providers (and their capabilities)
• Differentiate between sales content and reality (as it relates to SPM value/capabilities)
• Considerations / guidance to increase chances of obtaining ROI from an SPM investement

We Are Hired To Sell, But Paid To Achieve Results™ -  TSG

• Be Results Focused Not Sales Focused
• Drive Ownership Not Engagement
• Be A Strategic Partner Not Just A Sales Enterprise
• Achieve Rapid Improvement To Build Capability Not Just Individual Skills
• Build A Compensation Model That Is Team Based Not Individual Based

AI-Enabled Selling: 11 Things You Must Know Before Adding Bits and Bots To Your Sales Team – CEO at ConnectAndSell

• Where AI helps, and hurts, in sales
• Efficiency vs Effectiveness: how to measure them and where to draw the line
• The right order to try AI to maximize impact while avoiding expensive experiments that go nowhere

Empowering the next generation of frontline sales leaders – Founder & CEO of Rose Garden

• Building an elite sales organization starts with the fundamentals
• A logical and practical method of selecting the right leaders
• Creating a predictable process for how you can enable sales leaders
• How to maximize the efficacy of your existing teams