How to Get 20% of Your Reps' Time If You Are Only 10% of Their Income
Sometimes rep spend 20% of their time on a line that is only 10% of their income. And sometimes they spend just 5% of their time on other lines that also are 10% of their income. Learn the low-cost and no-cost triggers that drive reps to spend more much more time on your line than the commission income you pay them would strictly justify. In this presentation you will learn to get more of your reps' time without paying above-average commission percentages or holding sales contests with expensive prizes.
Charles Cohon - Manufacturers' Agents National Association
Sales Model for Scalable Growth
Whether you're building or growing your sales team, or selling through distributors, business and your customer base is changing, and your sales model must, too. Learn the sales behaviors and models that work today for companies like yours, the metrics to measure them by, and how to use technology to meet your goals. We'll share industry examples from companies of all sizes in the industry, from structure and philosophy to the tactics and behaviors needed, and the dashboard to make sure your sales team is on track.
Michele Nichols - Launch Team, Inc.
Modern Sales Strategies to Reach Business Goals
Sales used to be a lot easier. If a person needed a product or solution, they'd reach out to a potential vendor and deal with a salesperson. Today buyer's base a buying decision on their own research, which includes anything from Google search, social media, and scouting various web sources. In fact, buyers today move through 60-70% of the decision-making process before they ever engage with a salesperson! As a result, the roles of sales and marketing have significantly changed, with marketing teams taking over many aspects of the sales process, and sales focusing on deeper relationships and consultative and advisory support. This is a big shift, and it brings a number of challenges for marketing and sales teams to overcome. This session is for business leaders who want to reach their sales and revenue goals and are ready to learn the dynamics of modern sales enablement strategies.
Patty Cisco - Marketing Essentials