Mastering Metrics that Drive Sustainable Growth

In this insight-packed session, Dr. Michelle Vazzana will begin with a quick recap of the research behind Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. She will share real case examples of how her team worked with large global companies to identify and link desired results, to the objectives and KPIs that matter most. This will form the basis of the identification of those activities that matter most in achieving desired outcomes. She will unpack the specifics of how sales and enablement leaders made these critical decisions, how they were operationalized at the front-line level, and the impact these decisions had on organizational results.

She will cover:

• How business results, sales objectives, and sales activities form a causal chain of events leading to desired outcomes.
• How to reverse engineer salesperson activity to directly and meaningfully align to desired organizational outcomes.
• The real considerations organizational leaders had to consider when adjusting front-line execution and associated management and coaching.
• How to avoid the most common pitfalls when making decisions that impact sales execution.
• How to leverage sales managers as force multipliers by providing clarity of task to both sellers and managers.

Attendees will walk away with actionable insights on how to:

• Ensure front-line sales execution is aligned with organizational objectives and goals.
• Operationalize sales execution decisions in ways that dramatically increase the impact of seller and manager effort.
• Be sure to attend this informative session to get your sales team on the right track for 2025.