38%…..That is the number of VP’s of Sales who are confident they will hit their target this year.
THIRTY-EIGHT PERCENT? *@#&! Are you kidding me??
Times are tough out there. Being in the trenches myself I know the challenges we face building our business, growing our team, and hitting our targets. At the same time, I have the opportunity to work with sales enablement leaders, VP’s of sales, and CRO’s day in and day out on their own goals and I can tell you firsthand that the struggle is real.
Which is why next week’s SiriusDecisions Summit 2016: The Art & Science of Intelligent Growth in Nashville could not be coming at a better time. I feel like a kid on the first day of school ready to take on the world! So I’d like to tell you which “classes” and “teachers” I can’t wait to see.
Top Speaker Picks for SiriusDecisions Summit 2016
SiriusDecisions Summit Keynotes
A CRISIS OF COMPETENCY: WHY B-TO-B SKILLS ENHANCEMENT IS BROKEN
Professors: Tony Jaros & Amanda Jensen
Why this matters: Documents will never enhance skills! Content and learning documents are incredibly important but the application of that knowledge is 10X as important. I know how we combine knowledge and skills at LearnCore. I’m looking forward to learning how others are accomplishing this task in their own organizations.
SiriusDecisions Summit Track Sessions
SALES ENABLEMENT PROGRAMS OF THE YEAR
Professor: Peter Zink @PeterZink
Why this matters: Sales Enablement is still just a baby in the grand scheme of sales roles. As we evolve this practice together we must lean on each other for best practices and tactics. I’m hoping to learn not only more for my team but what I can bring back to my clients as well.
ASSESSING EXECUTION AND IMPACT OF SALES ONBOARDING
Professor: Mark Levinson
Why this matters: New sales talent is the lifeblood of our organization. In order to grow we must either continuously bring on new and brighter talent or expand and take on new markets. Onboarding relates directly to growth and revenue. Yet day in and day out I see onboarding programs with no follow up or reinforcement. The alignment between onboarding and productivity is paramount. How quickly can we get them to first sale and how long can we sustain their growth.
SiriusDecisions Summit Sirius Labs
ESTABLISHING BEST-IN-CLASS SALES MANAGEMENT PROCESS
Professors: Don Drury, John Thorsen, Ian Savage
Why this matters: We are hanging our managers out to dry. We focus all of our technology investments, training, and resources on developing sellers but just assume our managers are good to go. These are the people that reinforce that training, coach your reps, and build your teams. Focusing on how to develop them and how to make their lives easier is as important as hitting your sales targets.
Sales is one of the (if not the) toughest job in business. I can’t wait to meet those of you attending. Please look me up, let’s connect, swap best practices, and maybe have a little fun in music city while we’re at it. You can connect with me on Twitter at @P_Rodge.
For those of you who cannot make this year’s event stay tuned, I plan to share a full recap upon my return.