AA-ISP Training Tuesday: How Call Metrics are Killing Performance

Author: Bob Perkins, Founder & Chairman AA-ISP & Richard Conde AA-ISP
Posted: July 11th, 2017

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A new study conducted by AA-ISP Chief Researcher, Richard Conde, is sure to challenge how sales leaders think about driving operational adherence to metrics and other sales goals. During this Training Tuesday session, Richard and AA-ISP Founder & Chairman, Bob Perkins, will unlock the results of a breakthrough study on several workplace factors which may motivate or demotivate inside/digital sales professionals. Learn how the standard practice of managing sales reps to operational adherence may actually hurt sales performance. Specific topics around metrics, spiffs, competence, and autonomy will be discussed. ABOUT OUR SPEAKERS Richard Conde, University of North Texas Richard Conde is a Ph.D. candidate attending the University of North Texas. Richard’s research interests include Inside Sales agent performance, job satisfaction, recruiting and hiring techniques and sales leadership. Richard’s article “The wide, wide, world of Inside Sales: A Framework Delineating Inside Sales Operations” is under review at a top sales journal. Moreover, Richard is currently researching the duality of a B2B Inside Sales agent role, motivational influences for Hispanic and bi-lingual Inside Sales agents and the role of blogging on Inside Sales performance. Upcoming studies include how to motivate applicants to apply for Inside Sales jobs and Inside Sales compensation. Prior to transitioning to academia, Richard spent 10 years as an executive in the financial arena leading mid to large field operations ranging from 150 to 450 employees. As an executive, Richard was known for creating employee-centric cultures, successfully managing change and developing talent. He successfully led multi-year double digit sales growth while reducing turnover and increasing employee engagement from 3.6 to 4.6 as measured by Gallup. Moreover, Richard was known for exporting talent throughout his organizations, this is exemplified by 64% of his direct reports being promoted to greater roles. As a speaker, Richard has presented the following topics: Relationship Building as Leadership Excellence, Leadership Branding Strategy, Leadership Challenges for Diverse Leaders, Corporate Capital and Being the Whole You at the Workplace. In addition, Richard facilitated “Appreciating Differences” training to over 2,000 employees. Richard received his MBA from Southern Nazarene University and his BBA in Marketing from the University of Oklahoma. He has also served as the Vice President of Corporate Relations for the Dallas Prospanica (NSHMBA) Chapter. Bob Perkins, AA-ISP A nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful Inside Sales organizations. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. His 25 years Inside Sales experience includes positions as Vice President or Director with Unisys, Silicon Graphics, United Health Group and Merrill Corporation. Bob has benchmarked and worked with many of the country's major corporations to implement or improve their Inside Sales channels. A popular conference speaker, Bob has presented keynote addresses at industry forums and corporate sales conferences nationwide; he also maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today’s digital transformation. His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States. Bob holds a Master of Science degree in education from Nazareth College, Rochester, New York.


Frontline Reps, B2B Sales, Sales Research, Metrics


Techniques, Sales Skills, Studies, Volume, Activity, Measurement, Goals, Margins