The Impact of AI on Sales, Compensation & Rewards Processes

This event presents a unique opportunity to explore the transformative effects of AI in sales, particularly in commission roles and departments. We would be delighted to have you join us.

📅 Date: 26th September, 2024

📍 Venue: Gordon Ramsay Street Pizza - Southwark, London

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SEH Impact Launch Event

The Sales Excellence Hub Impact Launch Event took place on February 29, 2024, in London. The event introduced the SEH's mission to address challenges in sales practice through academic research and knowledge dissemination. The initiative aims to bridge the gap between academia and sales practice, focusing on impact areas such as digital transformation, sales management, AI in sales, and evolving customer needs. The event featured key sales researchers and highlighted future activities, including surveys and further events to identify impact priorities in the sales profession.

SEH Impact Event: Digital Transformation

The Sales Excellence Hub's first lunch event, held on April 11, 2024, in London, focused on the challenges of digital transformation in sales. The event addressed how technological advances disrupt traditional sales practices and explored both the challenges and advantages of digital adoption. Discussions centred on best and worst practices for implementing digital tools, prioritizing personal versus digital customer interactions, and effectively managing sales teams in a digitally evolving environment. The goal was to identify key challenges and generate actionable insights to help sales professionals adapt and succeed in a continuously changing landscape

SEH Impact Event: Attracting, leading, and managing sales talent

The Sales Excellence Hub's second lunch event of 2024 was held on May 9, 2024, in London, focusing on attracting, leading, and managing sales talent. Key highlights included discussions on recruitment challenges, such as difficulty finding suitable candidates and retaining sales talent. Best practices emphasized strong employer branding, professional recruitment methods, clear performance objectives, transparent career development, and effective mentoring. Worst practices highlighted issues like ineffective recruitment strategies, lack of high-quality leadership, micromanagement, inadequate compensation, and frequent changes with unclear expectations.

SEH Impact Event: Incentives and Sales Performance

SEH's fourth impact event, held on July 3, 2024, focused on the role of sales incentive programs in driving performance, boosting motivation, and fostering a positive company culture within sales teams. The event addressed the key challenges associated with designing sales compensation plans and incentives, highlighting the advantages, disadvantages, and potential undesired consequences of various approaches. Participants engaged in discussions aimed at identifying priorities and generating knowledge on how to design and implement effective compensation plans that avoid negative outcomes.