International Performance Management Institute (IPMI)

🚀 The future of Sales Operations is here! Last month, IPMI hosted sales leaders in Beverly Hills for the 2024 Sales Operations Institute, where execs explored the evolving role of sales operations in today’s rapidly changing landscape. 💼 This year, our conversations went beyond supporting sales teams—we delved into integrating marketing, customer success, and other revenue-driving functions. The shift from Sales Operations to Revenue Operations (RevOps) is real, and it's redefining how organizations approach revenue growth and internal collaboration. 🌟 Exciting News! In 2025, we’re rebranding the Sales Operations Institute as the Revenue Operations Institute, reflecting our commitment to delivering cutting-edge content that meets the comprehensive needs of modern businesses. 🗓️ Mark your calendars: July 27th-29th, 2025, Four Seasons Las Vegas. The journey to optimize revenue starts here with the inaugural Revenue Operations Institute. 👉 Read more about the transformation and what's coming next at the link to our recap article! https://lnkd.in/egs75dde #RevenueOperations #SalesOps #RevOps #IPMI2024 #Innovation #Leadership

As someone deeply invested in skill development, I often reflect on the nature and acquisition of various competencies. Recently, someone asked me if there are certain skills that just can’t be learned. Here’s my perspective: Many skills can be acquired with relative ease, especially when there is a strong desire to learn. For instance, storytelling and communication skills often fall into this category. These skills can be honed quickly through practice, feedback, and deliberate effort. On the other hand, certain skills, particularly those tied closely to one's inherent personality traits, present a steeper learning curve. For example, becoming more analytical or mastering the art of sales often involves a more incremental learning process. These skills require sustained effort and gradual improvement over time. So, are there any skills that cannot be learned? In my view, the answer is no. Every skill is learnable, but the journey to mastery will vary. Some skills may demand more time, effort, and persistence due to their complexity or the need for a shift in mindset. It is crucial to recognize and prepare for these varying learning curves. Do you agree? (pictured: Me practicing my communications and storytelling skills at an International Performance Management Institute (IPMI) CLDI event)

We're excited to announce that we'll be attending the CLDI Conference hosted by International Performance Management Institute (IPMI) from September 8-10! Join us at the Ritz-Carlton in Orlando, Florida, where the theme will be "Innovation in Learning & Development: Navigating the Future of Workplace Growth." If you're interested in joining us, you can request an invitation here: https://lnkd.in/evPAC4HM #CLO #CLDI #IPMI #Healthcare #WorkplaceGrowth #NavigatingtheFuture #Innovation #Learning #LearningandDevelopment #eLearning #LearningDesign #InstructionalDesign #Training #TrainingPrograms #LearningTech #LearningTechnology #S4

Earlier, I had the exciting opportunity to present at the International Performance Management Institute (IPMI) in Los Angeles on a topic that's crucial for today's business landscape: Best Practices for Building a Performance-Based Culture in Your Revenue Engine. Establishing a performance-based culture becomes essential for long-term success as we transition from a growth-at-all-costs mindset to a focus on efficient, sustainable growth. However, aligning this culture with your business goals and incentives is often easier said than done. During the session, I shared actionable strategies and best practices to help businesses drive this shift effectively. These touched on: - Accountability (clear goal tracking, process for holding teams accountable) - Clarity in Performance (defining the "high performance" as an IC as well as a manager, consistency across teams, bar for greatness) - Playbook for Success (every company has to be intentional about how to set up for success - Attention to Results (keeping an eye on performance tracking) - Winning Locker Room (building around "winning, which includes retaining top performers and pathways to success) In an important call out to the above, it was critical to recognize that building a culture is anchored around collaboration. Oftentimes, a mistake teams make is building a culture that is one-directional, especially from folks who aren't able to empathize with the day2day of sellers (e.g., when it becomes too heavy-handed in culture building solely by the operational teams).

Earlier, I had the exciting opportunity to present at the International Performance Management Institute (IPMI) in Los Angeles on a topic that's crucial for today's business landscape: Best Practices for Building a Performance-Based Culture in Your Revenue Engine. Establishing a performance-based culture becomes essential for long-term success as we transition from a growth-at-all-costs mindset to a focus on efficient, sustainable growth. However, aligning this culture with your business goals and incentives is often easier said than done. During the session, I shared actionable strategies and best practices to help businesses drive this shift effectively. These touched on: - Accountability (clear goal tracking, process for holding teams accountable) - Clarity in Performance (defining the "high performance" as an IC as well as a manager, consistency across teams, bar for greatness) - Playbook for Success (every company has to be intentional about how to set up for success - Attention to Results (keeping an eye on performance tracking) - Winning Locker Room (building around "winning, which includes retaining top performers and pathways to success) In an important call out to the above, it was critical to recognize that building a culture is anchored around collaboration. Oftentimes, a mistake teams make is building a culture that is one-directional, especially from folks who aren't able to empathize with the day2day of sellers (e.g., when it becomes too heavy-handed in culture building solely by the operational teams).

Reflecting on this engaging session from last week’s Sales Operations Institute that explored the critical role leadership plays in driving seller activity amidst evolving B2B buying behaviors. Thank you to Rachael for steering such an organized and well thought-out discussion, and to our esteemed panelists Eric, Stephen, and Raquel for their commitment, vulnerability and strategic thinking as they tackled ways to empower sellers to adapt effectively to changing consumer sentiments, catalyze seller action, and ensure success in today’s transformative marketplace. #salesenablement #salesleadership

A pleasure hosting this incredible team onsite for a great Sales Ops Institute last week!!

"Best conference I've been to by far. You all put on a great show...I sat through every presentation I attended and some others that I'd not signed up for. Your panelists were engaging and the content was excellent! The vendor meetings were also VERY well done. I had some great engagements. Just all the way around, absolutely fantastic work and I'd love to come again." With that resounding feedback, we invite you to read the recap of the June 2024 Healthcare IT Institute to glean which topics garnered the most interest and discussion. #HIT2024 https://lnkd.in/g9PpqsdP

Interesting case study yesterday from this exemplary duo on developing and procuring systems to improve the sales ops function. Thank you Jeremy and Marc for sharing your strategic decision-making process behind project execution, including three key initiatives within sales analysis, incentive comp and relationship mapping. #buyorbuild #collaboration #operations

An impressive session today at the Sales Operations Institute on the intentional and critical partnership between sales and marketing. Thank you SO much Zenia Bringhurst for hosting such a dynamic discussion. Anson Lee, Jeremy Livingston and Gary Steele - your rapport, energy, collaboration and insights together were exemplary! An hour well spent. Kudos to these four executives for executing such a valuable and engaging conversation. #sales #marketing #collaboration #thoughtleadership Boston Scientific #providenceheartinstitute Providence St. Joseph Hospital