Conference Agenda

Session times are Eastern US Time (GMT - 4:00). Sessions are subject to change.

Managing Risk: What Sales Leaders Should Know

The COVID-19 crisis demand from sales organizations new forms of leadership, and new ways of adapting sales forces in response to the pandemic. Now comes new uncertainty in preparing for post-COVID recovery.

10:00 am

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10:40 am

Developing an Agile Sales Force

Sales organizations must embrace flexible methodologies that support agile sales forces.

11:00 am

-

12:00 pm

Transforming Sales Planning to Match the Speed of Change

Operating in change intensive environments even before COVID-19, sales forces have had to react to heightened uncertainty in demand, product supply, and customer access since the pandemic’s onset. In trying to adapt, many have been hobbled by one thing that hasn’t changed much: sales planning.

12:30 pm

-

1:30 pm

Uncharted Territories: Deployment Strategies for Sales Forces in Transition

Sales deployment approaches, metrics for calibrating deployment models, and tools and technology to enable fast and effective deployment decisions.

2:00 pm

-

3:00 pm

Using Performance Measures: Research Based Best Practices for Sales Organizations

Best practice approaches for selecting, assessing, and refining salesperson performance measures.

3:30 pm

-

4:30 pm

Managing Salespeople in a World That Never Stops Changing

Selling is changing, but the impact on sales of many trends is often misunderstood. How should leaders navigate an uncertain recovery and manage new requirements?

11:00 a.m

-

11:30 a.m

SPM