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How Agents Can Leap from Successful Selling to Sales Leadership

Bana Qashu Young, MA  (Vice President of Sales, East & Canada, AVANT)

Michael Schmidtmann  (Peer Group Facilitator and Business Coach, Trans4mers)

Heather Campbell  (Chief Experience Officer, ARG IT Clarity)

James Anderson  (Senior News Editor, Channel Futures)

Curt Allen  (Strategic Advisor, Bluewave Technology Group)

Location: Fourth Floor, Glimmer 1

Date: Wednesday, November 1

Time: 12:00 pm - 12:30 pm

Pass Type: Expo Pass, Summit Pass - Get your pass now!

Session Type: Keynote

Vault Recording: TBD

Succeeding in sales and leading a sales team are two very different things. And not everyone is capable of or even willing to make the effort to jump from servicing customers to leading sales teams. The one common trait among those in the communications channel — agents and technology advisors — is they worked as sales reps before starting their businesses. While they bring their own talents to the table, these individuals need to understand how to scale their sales force in order expand their customer base, paving the way for success. To make that leap, channel partner leaders from sales, operations or other functions need to shift their thinking and actions from an individual point of view to a group focus. They are no longer working in the business but on the business. In this discussion, industry experts will discuss how to craft a modern sales compensation strategy that motivates employees to increase business. It will include insights on how to provide incentives so sales talent and others stick around for the long term. Hear tips and management techniques from partner, TSD and supplier organizations that train and mentor salespeople while letting them utilize their unique talents.