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Modern Sales Management: How the Best Sales Managers Thrive in Today’s New Environment

Topics

Sales Management

This event took place on Oct. 6, 2011

Highlights

Sales management today seems more challenging than ever. Two recent data points drive that point home: CSO Insights reports that sales productivity is at a 15-year low point, and IDC Sales Advisory says that only 50 percent of sales people make quota. However, there ARE sales managers who are not only making their numbers but exceeding them. Listen to Focus sales experts as they talked about what it takes to a manage a sales team to success today. Topics included:

What are the top sales managers doing right and how can you learn from them?
What has changed from sales management today versus yesterday?
What does the future hold for sales management?

Speakers

SVP Sales

Marketo

details

President and CEO

Partners In EXCELLENCE

details

Gerhard Gschwandtner

CEO

Selling Power

details

vp of ww sales & field o...

GoodData

details

Craig Rosenberg

Vice President, Sales an...

Focus.com

details

Participants

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@SellingPowerMag tweeted

RT @sales20conf Visit www.sales20conf.com & www.sales20conf.com/socialmedia to learn more @ the events @gerhard20 discussed #FocusSalesMNG

Oct. 6, 2011

@Sales20Conf tweeted

Visit www.sales20conf.com and www.sales20conf.com/socialmedia to learn more @ the events @gerhard20 was discussing in #FocusSalesMNG

Oct. 6, 2011

@RomanStanek tweeted

RT @LaurenEHarper Every1 is motivated differently & trying to figure out how each individual is inspired is a big role via @GoodDataMichael #FocusSalesMNG

Oct. 6, 2011

@LaurenEHarper tweeted

Every1 is motivated differently & trying to figure out how each individual is inspired is a big role via @GoodDataMichael #FocusSalesMNG

Oct. 6, 2011

@beckysargenttn tweeted

RT @funnelholic The best sales rep uses everyone inside the building to get a deal done. #focussalesmng

Oct. 6, 2011

@funnelholic tweeted

The best sales rep uses everyone inside the building to get a deal done. #focussalesmng

Oct. 6, 2011

@funnelholic tweeted

RT @LaurenEHarper First line #sales manager is one of the hardest jobs these days via @davidabrock #FocusSalesMNG

Oct. 6, 2011

@LaurenEHarper tweeted

First line #sales manager is one of the hardest jobs these days via @davidabrock #FocusSalesMNG

Oct. 6, 2011

@LaurenEHarper tweeted

Great salespeople see no boundaries via Bill Binch #FocusSalesMNG #sales

Oct. 6, 2011

@funnelholic tweeted

Capital gains should not be confused with brains via @gerhard20 #focussalesmng

Oct. 6, 2011

Lauren Harper asked a question

What are some things that you do as a sales manager to make sure that your sales reps are fully productive in 120 days?

Oct. 6, 2011

Be the first to answer

Lauren Harper asked a question

What are some examples of the new skill sets that sales reps & sales managers need today?

Oct. 6, 2011

4 Answers · Answer this Question

@SellingPowerMag tweeted

RT @laureneharper @gerhard20 predicts that U.S. will be down to @ 3,000 salespeople by 2020 due to advancements in tech #FocusSalesMNG

Oct. 6, 2011

Scott Albro asked a question

What is the minimum deal size at which point a product or service requires a salesperson to sell it?

Oct. 6, 2011

1 Answer · Answer this Question

@arkab tweeted

I'm attending the @Focus Roundtable Modern Sales Management on 10/6 at 11 am PT http://t.co/hc1FfkWX #FocusSalesMNG

Oct. 6, 2011

Scott Albro asked a question

If CRM hasn't reduced the number of salespeople, then why will marketing automation?

Oct. 6, 2011

1 Answer · Answer this Question

@LaurenEHarper tweeted

@gerhard20 predicts that we will be down to a little over 3,000 salespeople by 2020 in the US due to advancements in tech #FocusSalesMNG

Oct. 6, 2011

larissa gschwandtner asked a question

Where does the 'only 50% of sales reps making quota' statistic come from?

Oct. 6, 2011

Be the first to answer

@larissagsch tweeted

RT @SellingPowerMag RT @gerhard20 I'm attending the @Focus Roundtable Modern Sales Management on 10/6 at 11 am PT http://t.co/DyDjji48 #FocusSalesMNG

Oct. 6, 2011

Ken Biggs asked a question

Any tips for experienced sales people working with inexperienced managers? (great salespeople, weak management skills)

Oct. 6, 2011

1 Answer · Answer this Question

@sarahmiller41 tweeted

I'm attending the @Focus Roundtable Modern Sales Management on 10/6 at 11 am PT http://t.co/HN2UuCTK #FocusSalesMNG

Oct. 6, 2011

@LaurenEHarper tweeted

In 15 Minutes, the @Focus Roundtable Modern Sales Management starts! Join us! http://t.co/xisYnkW8 #FocusSalesMNG

Oct. 6, 2011

@davidabrock tweeted

In about 45 Minutes, I'm attending the @Focus Roundtable Modern Sales Management on 10/6 at 11 am PT http://t.co/tSFkvygH #FocusSalesMNG

Oct. 6, 2011

@SellingPowerMag tweeted

RT @gerhard20 I'm attending the @Focus Roundtable Modern Sales Management on 10/6 at 11 am PT http://t.co/DyDjji48 #FocusSalesMNG

Oct. 6, 2011

Lauren Harper asked a question

Who trains the sales managers?

How do sales managers get their training? Should they be continuously trying to educate themselves just as sales reps should? Are there training courses for sales managers?

Oct. 6, 2011

2 Answers · Answer this Question

@LaurenEHarper tweeted

Call in TODAY! How the best #sales mngrs thrive in today's environment w/ @funnelholic @gerhard20 &more! http://t.co/xisYnkW8 #FocusSalesMNG

Oct. 6, 2011

Ken Biggs added a comment

excited to join the event-Excited to listen in!

Oct. 6, 2011

Reply to this comment

@davidabrock tweeted

RT @gerhard20 I'm attending the @Focus Roundtable Modern Sales Management on 10/6 at 11 am PT http://t.co/tSFkvygH #FocusSalesMNG

Oct. 6, 2011

@gerhard20 tweeted

I'm attending the @Focus Roundtable Modern Sales Management on 10/6 at 11 am PT http://t.co/y1plAvRV #FocusSalesMNG

Oct. 6, 2011

@LaurenEHarper tweeted

Join @funnelholic @gerhard20 @davidabrock & more TOMORROW to discuss how #sales mngrs can thrive today http://t.co/Judx8J4w #FocusSalesMNG

Oct. 5, 2011

Events

Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
Display Advertising for Brand Awareness June 20 @ 11 am PT

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