Webvent

Moving the Middle: Motivating Existing Sales Teams to Perform Better

Wednesday, November 19, 2014 2:00pm - 3:00pm EST  
Host: Association for Talent Development
By: Christopher Faust, Chief Marketing Officer, Qvidian and David Blume, Qvidian

Every sales organization can be categorized into top, middle, and bottom performers. Top performing sales reps can be counted on for hitting quota and making those deals happen that didn't look possible. Most reps, however, fall into that middle category. Consider that a simple 5 percent gain in the middle 60 percent of your sales performers can deliver more than 91 percent greater sales than a 5 percent shift in your top performers.

What if you could bump up your middle performers by just 5 percent?

Join our webinar to better understand:

  • the art and science of understanding your middle performers
  • practical tips to help motivate those sales reps
  • the full financial impact of motivating your middle performers.
     

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Presenters

Christopher Faust
Christopher Faust

Chief Marketing Officer, Qvidian

Christopher is responsible for all global marketing, business development, and go-to-market strategies at Qvidian. As an accomplished global marketing executive with deep domain expertise in the technology sector, Christopher has a proven track record with high growth companies. Most recently he was with SumTotal Systems (acquired by Vista Equity), where he led integration and transformation across four successful M&A transactions, while delivering dynamic marketing initiatives resulting in significant pipeline growth. Christopher was chief marketing officer at Softscape, where he grew the company to be a category leader and successfully exited with the sale of the company to SumTotal Systems. Prior to that Christopher was the EVP of global marketing at WBT Systems in Dublin, Ireland (acquired by AVNET Group), and the founder of several other venture-backed software companies leading innovative marketing execution and product strategies.


David Blume
David Blume

Qvidian

David is responsible for managing the recruitment and growth of Qvidian’s strategic partners. Having entered the IT industry in 1979, David brings 25 years of international sales management experience to Qvidian, gained in the enterprise software solutions space, in the United Kingdom, United States, and Australia. For the past 13 years, David has specialized in the field of sales effectiveness in areas such as compensation management and proposal automation. Prior to moving into the software sales arena in 1987, David was a technical consultant developing and implementing mainframe-based systems.