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

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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Webcast

Webcast • Leadership Development, First Line Sales Management

Building a Winning Sales Management Team: The Force Behind the Force

June 06, 2013

Would you rather have excellent salespeople with an average sales manager, or average salespeople with an excellent sales manager? Research suggests there is a clear answer - if your focus is on sustained high performance. This webinar combines concepts and strategies from ZS Associates&rsqu

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Webcast

Webcast • Coaching, Leadership Development, First Line Sales Management

Research Update: Developing Sales Managers

May 10, 2013

Sales manager effectiveness contributes mightily to overall sales force productivity, yet many firms are unsure how to develop sales manager talent. This Sales Management Association webcast summarizes results from a recently concluded Research Initiative examining how firms make sales manager tr

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Webcast

Webcast • First Line Sales Management, Selling Effectiveness, Sales Training

Replicating Top Performers’ Sales Success

April 24, 2013

Sales organizations that replicate their top performers’ strengths establish effective practices throughout their sales organization. This webcast focuses on how to identify teachable traits embodied by your best salespeople, and how to promote those traits throughout your organization usin

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Webcast

Webcast • Leadership Development, First Line Sales Management

Returning to Growth: Eliminating Bad Sales Management Habits

March 08, 2013

The recent economic downturn hurt more than sales performance – it allowed potentially destructive management practices to gain a foothold in many organizations. Hyper-vigilant forecasting, constant reporting, and increased spans of control are some of the sales management approaches borne

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Webcast

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

Six Emerging Trends in Sales Force Effectiveness for Sales Managers

February 24, 2013

The past few years have unlocked unprecedented innovation in the areas of sales force effectiveness. More than ever, sales managers have tools at their disposal to help them improve the productivity and success of their sales teams. In this webcast, we discuss six emerging trends that could be th

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