Sales Force Productivity Conference

23-25 October 2019 | Atlanta | Ritz-Carlton Atlanta

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COURSE- Creating a More Agile Sales Force

1:15 p.m. to 3:30 p.m.

WED 23 Oct

Plaza Ballroom

session information

In many firms, there is a growing gap between their sales training investments and the sales organization’s expertise. For many, these investments simply don’t yield desired improvements in salesperson performance and productivity. The reason? The environment their sellers face is outpacing their ability to effectively react to it with traditional training approaches.

VantagePoint Performance’s Michelle Vazzana makes the case for improving the sales organization’s agility in order to unlock productivity improvements. In research conducted by Florida State University, sales organizations demonstrating agility substantially outperform their more process-driven peers.

In this insightful session, participants will learn the specific, research-driven steps for creating an agile sales force, while exploring their own organization’s unique attributes and path to true agility. During the session, attendees will accomplish the following:

  • Identify the 5 — 7 factors that your sellers encounter in the sales opportunities they face
  • Identify the 2 — 3 factors that are unique to your industry and your company
  • Analyze several opportunities and determine how the factors line up differently for each
  • Determine the best sales strategy that leads to wins in each unique buying situation

As a result of this analysis, participants will walk away with actionable insights that form the basis of a head-start in to creating an agile sales force.


Michelle Vazzana

Chief Strategy Officer

Vantage Point Performance

More Information

meet some of this year's sponsors

Sponsorship opportunites are now available for The Sales Management Association's Sales Force
Productivity Conference - Click here for complete sponsor list

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Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

Hotel Info

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Sponsors' Prospectus

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