High Performance Sales Workshop

Event Information
Classroom 5
Belinda Boxall: +27 11 771 4318

The dynamic between buyer and seller continues to change, with buyers conducting more research prior to engaging sales.

This requires more business justification when making decisions, and having increased expectations of value-added insight. At the same time, many companies are pointing to big gaps in having an in-depth understanding of their customer’s needs and expectations, having sales content that is aligned to the specific needs and requirements of customers and prospects, and having strong internal alignment between the company’s sales and marketing organisations.

A recent report found that companies with a formal sales enablement strategy achieved 12% higher win rates, 35% more quota attainment, 15% less turnover, and twice the amount of formal collaboration.

This practical workshop will strengthen participants’ abilities to:

 - Recruit resilient relationship building top talent and on-board them effectively;

 - Develop, organise, customise, and deploy customer-facing content to match the buyer’s journey; and

 - Select and use sales technologies to improve field advocacy and communication.

Participants in the High-Performance Sales Enablement workshop will examine recent examples of effective sales management, as well as use the frameworks most appropriate to achieve this. 

Additional Info:

Breakfast: 08:00-08:30

Starts: 08:30

Ends: 12:00


Please engage with us on Twitter: @GIBS_SA | #gibsforum, #gibsconference, #gibsevent, #gibsmba
  • Michael Goldman

    Michael Goldman is a member of the Adjunct Faculty at GIBS, teaching in a number of marketing-related themes, including marketing strategy & management, branding, and sponsorship. Since joining the business school in 2000 to launch the GIBS Forum, Michael has been an active teacher, researcher and consultant in South Africa, Kenya and Nigeria. He is currently an Assistant Professor in the Sport Management Programme at the University of San Francisco.

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