Why This Conference Now?

In a world suddenly locked down, all sales organizations are “virtual” sales forces. Most firms are scrambling to adjust to this change, but it is hardly the only one. 

In the months ahead, sales leaders will adapt planning and strategy, try to anticipate uncertain demand, make difficult staffing decisions, and rethink technology strategy. With these urgent needs in mind, we’ve launched our first ever online conference as quickly as possible to assist sales leadership with expert guidance, instructive content, and networking resources.

Registration is free. Sales Management Association members enjoy preferred access to online networking, matchmaking, and workshops. Learn about free membership options.


  • 6 MAY 2020
    8:00 a.m. EST - 8:15 a.m. EST
    Welcome to SFPC Online
    Sales Management Association Chairman Bob Kelly welcomes you to our first ever online conference.
    8:15 a.m. EST - 9:05 a.m. EST
    Leading Selling Teams in a Crisis Environment
    Leading remote selling teams in the COVID-19 crisis will require different forms of leadership than most sales managers have had to practice before. In this new environment, sales managers must find new ways to communicate, delegate, manage, coach, and motivate their sales, call center, and service employees in a distributed work environment – compounded by marketplace uncertainty. Successful leaders will find ways to increase empowerment and confidence, take their culture online, and learn to build trusted relationships on digital platforms. In this session, General (Ret.) Stanley McChrystal will share lessons and insights in both crisis leadership and digital leadership. His teachings will be influenced by the revolutions in warfare he confronted – and led through – as the Commander of Joint Special Operations Command through the bloodiest years of our fighting against Al Qaeda in Iraq. But they will be modern, and influenced by ten years of consulting with some of the world’s largest brands and corporations on their performance.

    In his session he will teach the importance of:

    •Transparent, constant communication to shift your teams into a war footing for an uncertain environment

    •Empowering and enabling remote employees on the edge of the organization to make decisions and act quickly

    •Investing in information technology systems and advanced analytics to provide transparency and tools to every member of the revenue team

    •Speeding up the operating rhythm of your company to match the speed of change in the marketplace

    9:10 a.m. EST - 9:40 a.m. EST
    The Next Normal: The Future of Technology Enabled Buying and Selling
    The global pandemic is forcing sales forces to rethink technology. Some are embracing video conferencing for the first time, others reshuffling the tech stack to support salespeople suddenly stuck at home. Lost in the rush to open Zoom accounts and adapt to the “new normal” is a consideration of what fundamental changes in buying and selling interactions are likely to persist after the demise of the COVID-19 novel coronavirus. In this session, Professor Benn Konsynski suggests these likely persistent changes represent the Next Normal. They will redefine what is possible in buyer seller interactions, remake the modern sales organization, and recast competitive positions according to how well firms anticipate them.
    9:50 a.m. EST - 10:30 a.m. EST
    What Past Crises Can Teach Today’s Sales Managers
    Sales leadership faces a once-in-a-generation challenge in responding to the COVID-19 coronavirus pandemic. Past crises are instructive for showing the way forward, and for suggesting management’s best course of action. Drawing on lessons from 9/11 and the Great Recession, this webcast offers a framework for optimizing leadership, management, and coaching activities to ensure salespeople stay focused, motivated, prepared, and supported.
    10:40 a.m. EST - 11:20 a.m EST
    High Pressure, Hard Pivots: What Sales Managers Must Expect in the Months Ahead
    Many sales organizations, and the managers that lead them, face difficult decisions as the crisis plays out over the next several months. Consider the growth stage tech firm scaling a revenue-at-all-costs strategy, whose funding partners issue the command: “cut everything, optimize profitable customers.” Or consider the product manufacturer whose channel partners are locked down in the pandemic, who must consider alternate paths to market.

    How do sales leaders navigate these concerns, and anticipate difficult decisions they may face in the near future? In this session we discuss operating frameworks for adjusting and maintaining profitable growth in uncertain markets, decision models for determining what will be needed from the sales organization, and management strategies for maintaining productivity.

    11:30 a.m. EST - 12:00 p.m. EST
    Clarity and Agility: Sales Management's New Imperatives
    The levels of stress and distraction that B2B salespeople are facing has suddenly multiplied by orders of magnitude. How do you stabilize your sales force in a time of chaos and uncertainty? How do you minimize the negative impact of unprecedented distraction? Is it possible to leverage this current crisis as an opportunity to strengthen your competitive advantage moving forward?

    This session will reveal how to position your sales force to survive now and thrive in the future.

    You will discover:

    • Why clarity and agility are essential for today’s (and tomorrow’s) selling environment

    • How to enable agility in a systematic way

    • The key to keeping salespeople focused on what matters most (even when that suddenly changes)

    12:20 p.m. EST - 12:50 p.m. EST
    Sales Leadership Is Flying Blind -- How Do You Regain Control?
    Most sales leaders started 2020 with a hiring bonanza. But in very short and unforeseen order, plans were halted and priorities shifted. New concerns quickly came into view: freeze hiring, possibly downsize their sales organization, engage their sales force, and keep reps sharp.

    The savviest sales leaders are now acting to move their teams forward and taking inventory of their reps' selling capabilities to prepare for what comes next. Selleration CEO Nick Rini reveals a sim-based platform that places reps in engaging selling situations with virtual customers – like pilots in a flight simulator – collecting data to assess sales behaviors, make predictions, and improve selling judgment. That line of sight from sales leaders to individual contributors is critical as sales organizations adapt and evolve.

    1:00 p.m. EST - 1:30 p.m. EST
    Making Sense of Sales Territories in a post COVID-19 World
    Assigning and optimizing sales territories is a complex undertaking for most sales organizations, even in "normal" circumstances. It requires balancing multiple objectives, accommodating a range of complicating factors, and accommodating the need for ongoing adjustments and contingencies. The global pandemic has amplified this complexity, and will require most firms to consider multiple adjustments in sales territories and other assignments as market conditions change. This session offers an overview of how sales organizations' territory assignment have been affected by the pandemic, a framework for managing the territory planning challenges presented, and practical advice for managing future territory adjustments.
    1:40 p.m. EST - 2:05 p.m. EST
    SPM Apps and the New Analytics of Uncertainty
    Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. Its more notable players include Xactly, Varicent (formerly IBM), SAP (formerly CallidusCloud), Oracle, and Anaplan. SPM promises management greater control, richer insight, and faster decision making.

    Those claims are being pressure tested right now by the global pandemic, which is scuttling sales plans and disrupting performance expectations in every corner of the economy. This presentation examines the ways sales organizations are recalibrating forecasts and recasting salesperson performance expectations, including the analytics required to manage sales organizations in uncertain markets. And it asks the question “Are SPM platforms conferring advantages to those firms that rely on them?”

    These insights should be useful to those considering adopting or optimizing SPM solutions, and also to those not currently using dedicated SPM applications but who must use analytics to refocus the sales organization’s performance.

    Topics include a deep dive into SPM functional offerings, and a consideration of the analytical approaches needed right now as sales organizations recalibrate performance management, including:

    • How to ID reps that are providing the highest ROI to the company (not just those that are beating quota)

    • Managing more accounts with few reps (automated quota planning/management)

    • Keeping the sales force whole… (automated draws and guarantees).

    • Modeling / Impact analysis (forecasting costs and commissions based on potential changes)

    • Switching from hunter to farmer activities (business enabled platform to test and promote new plans)

    2:15 p.m. EST - 2:45 p.m. EST
    Digitizing the Sales Function: Transformation Frameworks
    The pandemic is accelerating changes that have been well underway in the sales organization. These changes use digital tools to speed the sales and buying process, improve user experience, and optimize productivity. Join Conga's Ash Finnegan, Digital Transformation Officer, as she uncovers digital transformation's value to the sales organization and provides insights on how to move your organization forward faster.
    3:00 p.m. EST - 3:40 p.m. EST
    Beyond Forecasting: How to Make Your Pipeline a More Effective Tool
    If you’re like many organizations, your pipeline has either stalled or exploded. Either way, right now your sales organization is in chaos and so is your pipeline. If you’re tired of measuring every detail of your pipeline and still not seeing the results you need, this session is for you. There's a difference between simply forecasting from the data you're collecting versus allowing that pipeline to drive innovative strategy and planning.

    This session will reveal how to leverage your pipeline to survive now and thrive in the future. Join us to learn how to be most effective with your sales pipeline (even when it suddenly changes).

    3:20 p.m. EST - 4:00 p.m. EST
    Virtual Simulations: Resuscitate Your Sales Training, Now
    Instructor-led training has been given a knock-out punch -- it’s dead. Companies are trying to compensate with canned videos and lectures, but they’re boring and ineffective. Those training methods rely on a one-size-fits-all approach.

    How do you engage, coach, and develop your sales teams now? This session reveals solutions that enable sales leaders to understand the needs of the individual (and team), engage them in an exciting way, and deliver material they will retain and apply (with proven results). They can practice and develop in a safe, private, risk-free environment. The end result is a clear line of sight into the strengths and skill gaps of salespeople and their progress. In this workshop and demo, Selleration CEO Nick Rini discusses sim-based learning platforms that leverage technology in new ways to engage reps and resuscitate your training.

    3:50 p.m. EST - 4:50 p.m. EST
    Assessing Sales Manager Preparedness to Execute Post Pandemic Strategies
    Sales executives are developing their post pandemic strategies right now. The question is, how well are their sales managers prepared to execute on those strategies? In this interactive session, examine how to assess sales management’s readiness to do what needs to be done and their willingness to do it to the required levels of performance.
    4:30 p.m. EST - 5:10 p.m. EST
    Managing Remote Sales Team Productivity
    Remote selling has become the new normal in the wake of the coronavirus pandemic as four billion people worldwide - including employees, salespeople, clients and consumers - are being forced to remain at home. Few organizations were prepared for this scale of employee dispersion. Sales productivity has suffered as newly displaced managers, salespeople, call center representatives, and customer support agents struggle to adapt to working remotely, digitally and largely untethered from the corporate information systems and networks, and face-to-face contact they rely on for the fast, transparent, and inclusive communication that is central to selling. Stephen Diorio of the Revenue Enablement institute will share the early findings from the COVID-19 Remote Sales Productivity Study to share how sales leaders are adapting to the new buying reality and the impact of remote selling on sales team productivity in the wake of the coronavirus pandemic. In this session, you will learn how the most productive sales organizations are:

    • Using technology to help sales reps generate more buyer engagement;

    • Getting visibility into seller activity, decision-making and account health

    • Improving communication in the absence of the face-to-face collaboration a physical space provides

    • Empowered employees “at the edge” to make quick and informed decisions better support customers

    • Coaching, measuring and motivating remotely and digitally.

    • Selling value and building trust with buyers in digital channels

  • 7 MAY 2020
    10:00 a.m. EST - 10:40 a.m. EST
    Building Resiliency through Alternative Revenue and Sales Models
    Recurring revenue models, including subscription and XaaS models, have long been leveraged to demonstrate reliable revenue streams and seek higher valuations for companies. However, the recent pandemic has provided a new more pressing motivation for exploring these models: creating revenue resiliency in times of downturn. Simon-Kucher Partners’ Adam Ecther and Will Humsi will explore how alternative revenue models could better position sales organizations in turbulent times. They will also discuss downstream considerations including organization, compensation and change management implications.
    10:50 a.m. EST - 11:20 a.m. EST
    Diamonds or Dust? Influencing the Outcomes of Management Under Pressure
    Adversity and failure often bend managers' career trajectories in unexpected ways, and the pandemic will be just such an inflection point for the subset of managers that are sufficiently introspective and motivated to both learn and develop new skills as a result of current challenges. The current situation is an event of sufficient pressure to render dust from many, and forge diamonds from some. In this presentation, Mentor Group’s Dan Weinfurter discusses the decisions, behaviors, and management styles most effective now, and most likely to forge a new generation of leadership from today’s sales management ranks.
    11:30 a.m. EST - 12:20 p.m. EST
    Technology, Education, and the Learning Sales Organization
    Technology has long held promise for revolutionizing education, even though many educators and trainers have regarded it with indifference. The pandemic might change that. Not just by making all learners remote learners, and therefore technology dependent, but by wiping clean the assumptions and legacy conventions that define education and training. This unique panel explores the current state of technology enabled learning, technology's greater possibilities for improving how students of all sorts learn and develop, and the implications for developing remotely deployed salespeople.
    12:30 p.m. EST - 1:20 p.m. EST
    Unlocking the Power of Video to Boost Sales Performance and Productivity
    The sales landscape is shifting and so are your buyers’ expectations of how you connect, educate, and sell. Join Tyler Lessard, host of the Creating Connections show, to learn how modern sales teams are embracing online video content and personalized video messages to stand out, earn trust, and close deals faster in the digital age.

    You’ll learn:

    • Where video fits in the sales process

    • How to use personalized videos to stand out and book meetings

    • How to improve sales efficiency with the right video content

    1:30 p.m. EST - 2:10 p.m. EST
    People, Process and Forecasting Implications of Current Conditions
    Current circumstances find buyers behaving in more unpredictable ways which means that sales pipelines may be far less accurate as a predictor of future sales. This presentation considers how sales organizations could prioritize pipeline development to adjust to the present crisis, reinforces the importance of continuing to stick to the basics of pipeline management (health, hygiene and sufficiency) and reviews how the triangulation of people, process, analytics and pipeline can lead to improved forecasting and increased revenues.
    1:45 p.m. EST - 2:25 p.m. EST
    Sales Coaching Traps - and How to Avoid Them
    Delivering quality sales coaching is hard enough in normal environments, and made even more challenging by the current crisis. Yet many of the coaching barriers that loom large now appear are similar to those that have always held management back from coaching. This discussion revisits five common reasons that salespeople do not receive coaching, and suggests how managers can overcome them.
    2:30 p.m. EST - 3:10 p.m. EST
    Quick Start Guide to Implementing Video in Sales Messaging
    Sales organizations can stand out with compelling messaging, even if travel bans and social distancing has made that more difficult than ever. In this workshop, Vidyard's Vice President of Revenue Dan Wardle helps participants harness the power of video as a powerful medium for developing new business and strengthening existing relationships.

    Participants will learn:

    • How video can humanize your outreach and close more deals

    • Where to implement video into your cadence

    • Video tips and best practices

    2:45 p.m. EST - 3:25 p.m. EST
    SPM Solutions - What Do They Provide, and How Valuable Are They? 
    Sales Performance Management (SPM) is a fast growing technology category gaining traction in large sales organizations. Firms considering SPM platforms often find it difficult to understand the features, capabilities, and usefulness of these packages, which are sometimes marketed with vague descriptions and confusing jargon. This presentation reviews the SPM category, including its most important vendors, and offers a clear description of what these solutions actually provide. Discussion will focus on functional capabilities, shortcomings, and the specific ways SPM investments deliver return to the firms implementing them. Includes insight from over 100 SPM vendor selection projects, more than 1,000 SPM implementation projects, and recently concluded Sales Management Association research from more than 150 SPM users, including their ratings of platform effectiveness.

    Session participants will gain:

    • Knowledge of SPM providers, their offerings and capabilities

    • Understanding of common challenges and pitfalls related to SPM acquisition and deployment

    • A framework for evaluating and selecting an SPM solution

    3:15 p.m. EST - 4:00 p.m. EST
    How To Drive Digital Document Transformation, Tips and Tricks
    Conga's Adam Becker reviews key learnings from his firm's digital sales transformation, and the accumulated expertise from helping hundreds of Conga's customers do the same.
    3:45 p.m. EST - 4:30 p.m. EST
    How to Build a Rapid Response Model for Sales Enablement and Readiness
    In times of crisis, it may be tempting to over-correct and put everything online, but just ‘lifting and shifting’ in-person programs to virtual enablement leads to a poor learner experience and ultimately, a waste of time. Go back to the drawing board with Mike O’Dea, an enablement leader with 18 years of instructional design and learning strategy experience, to learn how to leverage technology to do more with less, upskill sellers and trainers, increase engagement and provide the best ongoing learning experience for your sellers.
    4:30 p.m. - 5:15 p.m.
    Powerful Business Growth Accelerators
    5:15 p.m. EST - 6:00 p.m. EST
    Adapting Sales Processes to Virtual Environments
    Selling virtually will require firms to adapt their selling approach to an unpredictable environment – one with uncertain demand, difficult to find buyers, and the added challenge of virtual interactions. This session helps sales organizations consider how to craft effective messaging, engage multiple stakeholders, and drive sales efforts forward in a virtual world.
    6:00 p.m. EST - 6:30 p.m. EST
    Resizing the Risk Weighted Sales Funnel
    For many firms, post quarantine social distancing has affected demand and slowed deal flow from many industry sectors, while increasing interest from industries previously considered unlikely prospects. In this workshop, SimpleLegal’s Jessica Oney shared an approach for risk weighting pipeline value based on industry, and a framework for dynamically prioritizing opportunity in uncertain market conditions.


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