Track Sessions By Track

SiriusDecisions Track Sessions provide a focused Sales Leadership Exchange experience based on your role or technology priorities. Delegates are welcome to move between sessions at their convenience.

DIRECT SALES

All b-to-b sales organizations are trying to find more productive ways of engaging with buyers and customers through their direct sales teams. In this track, we share best practices, data and frameworks that can help you optimize or even rearchitect your direct sales team.

Customer Engagement: Sales’ Role After the Close

Presenter: Steve Silver
Session Focus: Adopt

For many b-to-b organizations, what happens after the initial sale is just as important, if not more important, as what happened to close it. Cross-sell, upsell, customer retention and end-user engagement are critical to achieving revenue growth objectives, especially for software-as-a-service and other recurring-revenue models. However, there is often a lack of clarity about post-sale customer engagement processes, roles and responsibilities. This presentation will provide the following benefits:

For chief sales officers:

  • Gain familiarity with SiriusDecisions Customer Lifecycle Management Framework
  • Understand the evolving responsibilities of the chief sales officer for post-sale revenue growth, retention, cross-sell and upsell

For sales operations:

  • See our definition of functional roles and responsibilities that leads to internal clarity and delivers increased retention and customer satisfaction
  • Explore critical success factors for mapping and managing the customer engagement journey

For sales enablement:

  • Learn about new customer success roles that require onboarding and certification
  • Understand the impact of sales enablement in a recurring-revenue model

The Economics of Sales Talent: Recruiting and Retaining for Faster Growth

Presenters: Nancy Maluso, Peter Ostrow
Session Focus: Operationalize, Optimize

Today, only 3 percent of top-performing b-to-b sales professionals are actively seeking new positions, and there are more Baby Boomers leaving the profession than Millennials replacing them. It’s clear why leaders across sales, HR and even the C-suite tell us one of their top concerns is finding and keeping the best sales talent. The need to take a proactive, innovative approach to attracting and retaining top reps and managers has never been greater. However, few organizations measure when their people investments start to pay off – let alone the lifetime value of a typical sales hire. This presentation will provide the following benefits:

For chief sales officers, channel sales leaders and sales enablement:

  • Learn about a model that helps assess the strength of sales talent lifecycle management, including related costs of inaction and breakeven point for rep ROI
  • Receive our latest benchmark data aligned to KPIs to provide tangible evidence and inform decisionmaking
  • See best-in-class examples of progressive processes and programs that shorten hiring time, improve time to productivity and make reps want to stay with the organization

Better Sales Coaching Through Performance Metrics

Presenter: Dana Therrien, Peter Zink
Session Focus: Operationalize

Coaching conversations are more productive when sales managers are empowered with data-driven insights and intelligence that provide specific, meaningful and actionable feedback. How can leaders coach sales reps using a set of critical sales performance metrics that are customized by sales role and grouped by cohorts such as rep tenure and sales hierarchy? This presentation will provide the following benefits:

For chief sales officers:

  • Learn how to establish a platform that instills a coaching culture that empowers sales leaders with a standardized coaching methodology and shared set of metrics
  • Understand how to put tracking mechanisms in place that quickly identify performance issues and allow focused talent development across the organization

For channel sales leaders:

  • See a shared set of metrics that organizations can use to track channel performance in addition to direct sales rep performance

For sales enablement:

  • Receive a template for establishing a coaching cadence and program enabling consistent training and development across the organization
  • See how to use a shared set of performance metrics to track training ROI and performance improvement over time by cohort

For sales operations:

  • Understand the most relevant KPIs for measuring sales performance and for discussion with sales leaders
  • See dashboard examples, and receive a trackable coaching methodology

INDIRECT SALES

B-to-b sales organizations sell through channel partners for a variety of reasons, but are often challenged to identify how to optimize the productivity of partner account managers and ensure that partners are aligned to the right buyers and customers. In this track, we focus on strategies that will help sales and channel leaders strengthen their programs.

Gaining Control of Channel Discounting

Presenters: Eileen Corrigan
Session Focus: Adopt, Operationalize

Partner discounts are a key element of partner compensation, but often, b-to-b organizations fail to strategize properly to ensure that they drive the right behaviors. Building the right discount structure requires alignment of the offering’s demand type, the partner types best suited to deliver it and the partners’ margin requirements. This presentation will provide the following benefits:

For channel sales leaders:

  • Learn about a framework for aligning channel strategy and discount structure
  • Understand the process for defining the impact of channel discounts on the partner business proposition
    For channel operations:

  • Learn about a framework for identifying programs and policies that can be used to manage partner discounts
  • Understand the process for identifying key performance indicators that provide insight into channel pricing

Establishing the Right Channel Management Cadence

Presenters: Stephanie Sissler
Session Focus: Optimize

What’s the key difference between a channel manager who consistently beats revenue targets and one who doesn’t? Cadence. In order to hit their goals, channel managers need to use four types of interactions with partners in a consistent and predictable sequence: annual business planning, quarterly business reviews (QBRs), monthly alignment sessions and weekly reviews. This presentation will provide the following benefits:

For sales leaders:

  • Learn more about the four types of partner interactions that should be scheduled, structured and executed for maximal effectiveness
  • See how to train and motivate channel managers to adopt a consistent cadence of partner interactions
  • Gain an understanding of the information and tools that should be provided to channel managers to help them prepare for critical partner reviews

Onboarding Channel Partner Account Managers

Presenters: Heather Cole, Eileen Corrigan
Session Focus: Adopt, Operationalize

A newly hired partner account manager must learn and fulfill many roles (e.g. influencer, coach, enabler, marketer) in order to effectively and efficiently drive sales revenue. As with any sales role, initial and ongoing success depends on clearly defining the skills, knowledge and process expertise required to be successful, and then mapping these competencies to a comprehensive onboarding program. This presentation will provide the following benefits:

For channel sales and sales enablement leaders:

  • Understand a process to determine the best new-hire onboarding approach based on key attributes of the channel organization and available enablement resources
  • See examples that illustrate best-in-class approaches to onboarding partner account managers

SIRIUSLABS

New for 2017: SiriusLabs are track sessions designed for SLE participants seeking advice on how to better utilize some of SiriusDecisions iconic models. Led by our analysts and members of our consulting team, SiriusLabs offer a workshop environment featuring live walkthroughs and demonstrations of SiriusTools™ focused on Operationalizing. Delegates will receive advice on how to quickly implement one of our models and will walk away with a set of templates that include a sample project plan and sequence of activities.

Understanding best practices is good, but being able to execute them sets you apart from the competition. In these SiriusLab sessions, we share a hands-on approach to applying some of our frameworks and models within your organization.

The SiriusDecisions Onboarding Execution Framework

Presenters: Don Drury, Peter Zink
Session Focus: Operationalize

As b-to-b organizations grow using a variety of different strategies, the need for more specialized, disciplined sales onboarding is increasing. As a result, more enablement organizations are struggling to develop and launch onboarding programs that meet these requirements. This presentation will provide the following benefits:

For sales enablement:

  • Understand our new Sales Onboarding Execution Framework, and the key elements required in developing a sales onboarding program
  • Learn how to conduct a gap assessment of your organization’s current onboarding program against the framework
  • Define the required project scope, roles and responsibilities, and resource assumptions to get started with your onboarding program

The SiriusDecisions Revenue Growth Assessment

Presenters: Phil Harrell, Ian Savage
Session Focus: Operationalize

Many heads of sales interpret sales productivity differently, partly because there has never been a consistent, generally accepted way of defining or measuring it. At last year’s SiriusDecisions Summit conference, we introduced the Sales Productivity Quotient, a model to help CSOs build a repeatable revenue engine. In this SiriusLabs session, we share examples of how we have operationalized the Sales Productivity Quotient with clients – including integrating it into a broader Revenue Growth Assessment, which helps clients identify barriers to revenue growth – along with a set of prioritized recommendations and impact estimates. This presentation will provide the following benefits:

For chief sales officers:

  • Understand the key drivers of sales productivity
  • Learn how the Sales Productivity Quotient and Revenue Growth Assessment can be used to identify key growth barriers
  • See examples of sales productivity issues that peers have struggled with, and how SiriusDecisions has helped them

The Channel Program Assessment Model: Design and Optimization

Presenters: Jack Androvich, Sallie Morris
Session Focus: Operationalize

Channel sales, marketing and operations leaders continually search for the Rosetta Stone of effective channel planning, design, execution and performance measurement. In this session, we will introduce you to the SiriusDecisions Channel Program Assessment Model via a three-part exercise to guide you in assessing and optimizing your channel strategy. This presentation will provide the following benefits:

For channel sales leaders:

  • Determine every aspect of your channel sales strategy from revenue to partner profiling, assessment, enablement, lead management and pipeline reporting
  • Learn how to better with channel marketing and operations for rapid revenue growth and increased profitability
    • For channel operations:

    • Understand how to create strong and consistent partner agreements that ensure optimal use of precious company resources
    • See how to create and manage to a set of performance indicators that allow you to steer demand and differentiation for you and your partners