Sales Force Productivity Conference

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

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KEYNOTE – Managing Salespeople: Separating Madness, Myth, and Methodology

9:00 a.m. to 9:40 a.m.

TUE 16 OCT 2018

Grand Ballroom

session information

For many managers, aligning the sales force around a consistently practiced sales methodology is a top priority, and a notoriously difficult implementation challenge. Surprising new research suggests that it may also be a fool’s errand.

Modern sales forces require more agile salespeople, adaptable to varied buying preferences and fast-changing customers. Little wonder then that the best salespeople in these organizations ignore methodologies that over simply selling interactions, ignore the full range of buying and selling contexts, and offer little insight into winning strategy (no matter how vigorously management tries to implement them).

In this provocative session, Leff Bonney explodes the conventional wisdom pervasive in sales management, while sharing a simple approach sales leaders can use to promote sales force agility, adaptiveness, and effective decision making.


Leff Bonney

Florida State University Associate Professor and Vice President of Research and Product Innovation

Florida State University’s College of Business; Vantage Point Performance

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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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