Displaying articles, webcast archives, and management tools for the category "First Line Sales Management". Click here to see upcoming events for this category.

research

Research • Coaching, First Line Sales Management, Sales Training

Research Brief: Sales Onboarding Practices

February 12, 2015

  When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding p

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Webcast

Webcast • Coaching, First Line Sales Management, Sales Training

Three Steps to Make Sales Manager Training Stick

January 23, 2015

  Why is it that just weeks after a sales manager training, everything goes back to the way it was,as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't with the concept of

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Webcast

Webcast • Sales Process Management, Coaching, First Line Sales Management, Selling Effectiveness, Sales Training, Sales Performance Management

Improving Your Sales Team's Closing Skills and Win Rates

December 15, 2014

  Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and

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Webcast

Webcast • Sales Compensation, First Line Sales Management

Compensating Sales Managers

October 02, 2014

  Management spends plenty of effort designing salesperson incentive compensation plans, but the first-line sales manager pay plan is often an afterthought. This webcast reviews essential plan design principles important for first line sales managers; explores common plan design pitfalls

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Webcast

Webcast • Recruiting & Selection, First Line Sales Management

Managing Unfair Competition: Sales Organizations and the Law

August 18, 2014

Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approache

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Webcast

Webcast • Coaching, First Line Sales Management

Five Sales Coaching Best Practices

May 30, 2014

  Organizations implementing new sales methodologies often face a stark realization: despite huge investments in training, new approaches simply don’t work. Sales coaching can dramatically remedy these expensive failures. This webcast explores five “must have” qual

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Webcast

Webcast • Sales Technology, Sales Operations, First Line Sales Management, Sales Enablement

Managing the Cloud-Enabled Sales Force

May 27, 2014

  Technology is changing how organizations direct and support field salespeople. Nowhere is this more apparent than in the explosion of cloud-based productivity tools. In this webcast, we review strategic trends in cloud-based sales force enablement, and examine case examples and best pr

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Webcast

Webcast • Coaching, First Line Sales Management

Research Update: Management's Sales Coaching Impact

May 23, 2014

  Our most comprehensive sales coaching research to-date, this study examines sales managers’ practices, priorities, challenges, and impact areas related to sales coaching. Specific focus include: • Which sales coaching objectives represent the most important management p

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Webcast

Webcast • Strategy & Planning, Leadership Development, First Line Sales Management, Sales Performance Management

Mastering Sales Force Change

May 05, 2014

  Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors as

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Webcast

Webcast • Sales Force Roles, Recruiting & Selection, First Line Sales Management

Assessing Sales Talent for Front-Line and Management Roles

November 21, 2013

Drawing upon their recent best practice research on first-line sales manager staffing practices, Aon Hewitt’s Steve Grossman and Miriam Nelson offer insight into the sales manager’s essential contribution to sales organization performance. Topics include benchmarks for FLSM inv

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