Upcoming APS Events

The Association of Professional Sales runs high quality events and webinars to help sales professionals, sales managers and sales leaders. If you want to see content from previous events and webinars, please log in using your membership details.  


Webinar: Lockdown to Looking Forward: What you need to know about Quotas in COVID-19

7 July 2020: 1.00 pm - 1.35 pm BST (8.00 am - 8.35 am EDT)

In his book, Quotas! Design Thinking to Solve Your Biggest Sales Challenge, SalesGlobe Managing Partner Mark Donnolo explains the three levers of quota setting: people, sales capacity, and market opportunity. These pivot points have been dramatically impacted by the pandemic. Sales capacity has been affected, with many roles adjusting to a virtual setting, while market opportunity has dramatically shifted. In this webcast, Donnolo and SalesGlobe Partner Michelle Seger, will examine what companies are doing today, how to understand your unique quota challenges, and how to approach solving your quota challenges with methods you can adapt to the evolving future. We’ll also look at the implications of your quota decisions on sales compensation.

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Webinar: Lockdown to Looking Forward: Build a zero-headcount sales team and grow revenue through the channel

9 July 2020: 9.00 am - 9.35 am BST

Business is faced with an uncomfortable conundrum; lack of sales revenue puts pressure on headcount, reduction in sales capacity puts pressure on revenue – so it goes on. In this environment, the attraction of building a channel sales team is strong. No headcount is involved, all sales cost is covered by sales commission. In this session, you will learn through practical example how tech clients build, grow and maintain a channel sales team. This is naturally also relevant for other industries.

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Webinar: Exploring the importance of sales and marketing interactions in customer acquisition

16 July 2020: 9.00 am - 9.35 am BST

Creating collaboration between sales and marketing to create a seamless customer/buyer centric pipeline provides a rewarding opportunity for all parties. The talk will explore the role that sales and marketing collaboration plays in improving customer acquisition.

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Webinar: Before restructuring the Salesforce, think about Market Segmentation - bedrock of commercial success

21 July 2020: 9.00 am - 9.35 am BST

Before considering restructuring the Salesforce-- THINK CAREFULLY about this--- Market Segmentation, the bedrock of commercial; success. Professor Malcolm McDonald, formerly Marketing and Sales Director of Canada Dry (with a sales force of 150) will spell out what needs to be done and how as a prerequisite of sales force reorganization.

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Constant Customer Centric Change (C4) - Organisation

Date TBC

It is often frustrating that cultures develop which results in negative impacts on employees including sellers. It is often said that "culture eats strategy for breakfast", and whilst a little Hollywood it is true.

In this part of the learning journey and C4 program, we discuss leaders roles in change definitions, testing of the possibility of success, and most importantly at what level it can be impacted. If the corporation won't change, can you impact change in your division or team, without creating friction?

Booking Not Yet Open

Constant Customer Centric Change (C4) - Sales

Date TBC

The internet is full of articles on the traits required in the future seller, everyone has a view, well every sales trainer and pundit have a view, mainly based on what they can sell companies in achieving that vision.

In this section of the journey, we will encourage the delegates to place themselves in their buyer's shoes and walk a mile. Its possibly easier than we think but requires reflection, as we are all buyers, if only in the sense of being a consumer. We can certainly inject our personal experiences and consider the impacts of consumerism on business buyers.

Booking Not Yet Open

Constant Customer Centric Change (C4) - Customer

20 November 2020: TowerBridge Walkway, London, SE1 2UP: 10.30 – 12.30 GMT

The theory of gathering around a whiteboard or a piece of paper and working through the problem identification, defining the consequences of all possible reactions to the current situation, is recognized but very seldom exercised.

How do you create permissions in organizations to allow people to acquire these skills, practice, fail, re-evaluate and reflect and then use again?

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