Sales Management Association Sales Force Productivity Conference

On October 17, 2018, Partner Whitney Gibson spoke at the Sales Management Association Sales Force Productivity Conference. In his session, he presented with Denise Hampton of Zebra Technologies and Sandy Jap of Emory University. This panel examined the impact of channel conflict on business-to-business sales organizations, while presenting channel conflict resolution strategies for sales management. It included case study examples of successful tactics, and insight into implementing effective MAP programs across offline and online channels..