Establishing a Best-in-Class Sales Management ProcessSiriusLabs

#SDSummit

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Introducing SiriusLabs

New for 2016, SiriusLabs are a set of track sessions designed for organizations seeking advice on how to better utilize some of SiriusDecisions iconic models.

• Led by a combination of our analysts and members of our consulting team, SiriusLabs provide guidance on model implementation, feature live walkthroughs, and use demonstrations of SiriusTools™ in a workshop-type of environment.

• The SiriusLabs focus on how to Operationalize; delegates will receive quick-start advice on how to implement one of our models, and walk away with a set of templates that include a sample project plan and sequencing of activities.

© 2015 SiriusDecisions. All Rights Reserved 3

Establishing a Best-in-Class Sales Management Process (Sales Metric Framework)

Focus: OperationalizeAccess to increasing amounts of data and analytics should be changing the way b-to-b sales reps and managers interact with one another. Without a disciplined sales management process, however, both parties are often left in the dark.

This session will feature our Sales Metrics Framework and will highlight the five key roles of a sales manager and demonstrate the components and cadence of review/inspection activities used by successful b-to-b organizations. The session also will feature our Sales Management Cadence Scorecard. Attendees will learn how this tool helps managers conduct highly effective weekly, monthly and quarterly meetings with reps.

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PresentersDon Drury, Consultant: Don has spent his career as senior-level executive in the enterprise applications and technology industry, focused on defining and executing strategic sales and marketing programs to drive revenue growth and optimize profitability. Over the course of his career, he has refined his skills in sales enablement and operations, direct sales and partner channel strategy, compensation and territory planning, and presales consulting. He has been involved in many cross-functional initiatives to align sales, marketing, development and service teams, and has developed strong collaborative facilitation skills based on this experience.

Ian Savage, Practice Director: Ian is a proven subject matter expert in sales and sales consulting. He has 20-plus years of experience in sales and line sales management, and has also managed sales operations and sales enablement functions. He has delivered many sales consulting engagements and designed, developed and delivered workshops for salespeople, sales managers and sales leaders around the world. Ian also has extensive experience in channel.

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Register

There will be six SiriusLabs sessions that run across two days of the 2016 Summit program. Be sure to download the Summit agenda to plan and optimize your conference experience.

Register for 2016 Summit!