Recommended audience

• Sales Leadership & Management Professionals
• Head of Sales
• Sales Director
• Account Director

Type of audience

English-speaking UK and International

Description

The sales enablement platform market will be worth $2.6 billion by 2024. With the latest UK statistics showing only 48% of salespeople are hitting target, the pressure on sales leaders to deliver sustainable growth can be great. As sales leaders, the efficiency and effectiveness of our teams are forever front-of-mind.

Your salespeople need to have the right balance between the planning, preparation and administration of their sales territory versus their time in front of customers selling. And sales leaders can invest in a wide selection of applications (software & AI tools) to help with this efficiency. Not all of them will be the right fit.

We know this cannot come at the expense of the human element. Buyers still buy from people they know and trust, and the personalities, expertise and experience of our salespeople is what will win business, every time.

This session responds to these questions:

As sales leaders - how do we invest in the right technological solutions that add real value and balance to the operations of our sales teams?

How do we select a sales process model and sales enablement culture that marries the best of the technological world with that of our salespeople?

Key takeaways

· Quantifying productivity

· Technology vs the human element

· 7 considerations for finding the right solution

CPD Points

CPD Points: One

Presenters

Neil Whitelock – Strategy & Revenue

A senior SaaS sales leader with extensive experience leading teams in fast-paced, high-growth companies, Neil specializes in improving sales team performance.

Working with companies as diverse as DHL, Motorola and Thomson Reuters, he has helped build and implement programs to help companies overcome key sales performance challenges.

His award-winning approach focuses on – people, to ensure they have the knowledge and skills to be effective; process, to give sales teams more time selling; and software, to embed and augment improvements into the sales process long-term.

By improving sales processes, developing sales team talent, and capitalizing on the latest sales software, he consistently gives sales teams more time selling, improves win rates, reduces deal closure times, and improves pipeline visibility, resulting in organizations that increase profitability and turn their strategy to revenue faster.