HomeBlog 2016 Sales Leadership Exchange: What Is Your Sales DNA Telling You?

2016 Sales Leadership Exchange: What Is Your Sales DNA Telling You?

March 24, 2016 | By Mark Levinson

  • This year’s Sales Leadership Exchange focused on understanding the DNA of sales organizations
  • Analysts delivered three new frameworks and two new models across 10 different presentations
  • Topics covered included the relationship of process to technology, sales planning and aligning content to revenue

Stay. Play. Meet. These were the three simple goals SiriusDecisions set for the 2016 Sales Leadership Exchange (SLE) in San Diego. Not able to make it to the event this year? Well, let me tell you what you missed!

Mark LevinsonThe Rancho Bernardo Inn – our event venue – ensured that the stay was fantastic, and it certainly helped that Mother Nature also delivered sun and 70-degree temperatures! For many of the delegates, the championship golf course allowed a morning of fantastic play. And based on the activity in the Marketplace and multiple impromptu meetings that were occurring in every corner of the event area, everyone had plenty of time to meet.

This year’s theme was developing an understanding the DNA of sales organizations in order to outperform the competition. SiriusDecisions’ top-notch analyst team delivered three new frameworks and two new models across 10 different presentations. The topics covered included the importance of using a sales ecosystem as a tool for mapping workflows and managing change, understanding the top-performing reps within your sales organization, the relationship of process to technology, sales planning, building a high-performing channel organization, using channel marketing for pipeline acceleration, best practice sales process development, aligning content to revenue, and forecasting.

Multiple sales leaders also delivered stories from the trenches about how they are driving improvement in their sales DNA through the implementation of best practices. All in all, SLE 2016 was two days of valuable and insightful content.

If you were at the event, we truly appreciate your support and participation! The feedback I have been receiving has been overwhelmingly positive, and I am incorporating all of your suggestions into my notes for next year. Sales success is absolutely a team effort, as we must all work together within our ecosystems to align to our buyers, create agile plans, interlock our direct resources with channel partners, enable top talent and increase productivity. I hope the insights shared with you during the Sales Leadership Exchange provided deeper knowledge of your sales DNA and will help you to continue experimenting and analyzing to determine what it will take for you to outperform your competition and expectations.

Check out the 2016 photo gallery and be sure to join us for SLE 2017, which will be held February 22-24, 2017, at the Fairmont Princess in Scottsdale, AZ – stay tuned for more details!

Mark Levinson

Mark Levinson is Vice President and Group Director of Sales and Channel Services at SiriusDecisions. Mark’s nearly 20 years of experience includes a wide variety of sales operations issues including strategic planning, territory optimization, compensation plans, account management, sales tools and sales analytics. Follow Mark on Twitter @MarkBLevinson.

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