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 • Sales Process Management, Coaching, Sales Transformation, First Line Sales Management

Fixing Your Sales Coaching Model

November 29, 2012

For decades, companies have trained and re-trained their sales managers on how to coach their reps. Yet, no organization we’ve met believes that their managers coach well enough or often enough to maximize sales performance. Truth is, the existing coaching models are to blame. These co

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Webcast

Webcast • Coaching, First Line Sales Management, Sales Performance Management, Sales Enablement

Enabling the Coaching-Focused Sales Force

September 26, 2012

Sales organizations can’t develop a coaching culture without essential coaching support programs and investments. In this Sales Management Association webcast, we examine the critical elements required for effective sales coaching programs, review how technology can enable organizational co

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Webcast

Webcast • Coaching, Sales Force Roles, Leadership Development, First Line Sales Management

Sales Manager Coach Thyself: The Development Strategy That Dooms Sales Forces to Fail

August 20, 2012

In recent years, the front-line sales manager has come into focus as a key point of leverage in the sales force. In particular, organizations are trying to improve their sales managers’ ability to coach their reps to higher performance. But what about sales managers themselves - who is coac

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Webcast

Webcast • Sales Process Management, Coaching, First Line Sales Management

A Blueprint for Productive One on One Sales Coaching

July 25, 2012

In the rush to embrace “coaching,” sales organizations expect managers to offer salespeople one-on-one coaching sessions. As implemented by most firms, these are low-value, time-wasting affairs.  For coaching to work, management must forget the common view of what a successful on

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research

Research • Coaching, Sales Operations, First Line Sales Management, Sales Training

Research Brief: Motivating the Sales Force [Spring 2012 Chapter Focus]

July 09, 2012

This spring's Sales Management Association chapter meetings in Chicago and Atlanta included panel discussions on "Motivating the Sales Force." [Our spring meetings were the first featuring a common topic, something we'll continue as we add new chapters (including Houston and Twi

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Webcast

Webcast • Strategy & Planning, Sales Operations, Sales Transformation, First Line Sales Management, Sales Training, Sales Performance Management

Six Factors Transforming B2B Selling in 2012

May 31, 2012

Do you know what the future of sales looks like? Demographics are shifting, the pace of change is accelerating, buyers are more informed, and the threshold for success has never been higher. Effective selling in a B2B world is a function of the salesperson's aptitude and attitude, but also is

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research

Research • Sales Process Management, Coaching, First Line Sales Management, Sales Training, Sales Performance Management

The Perfect Pipeline: How To Measure and Manage a Productive Sales Pipeline

March 29, 2012

There are many different types of interactions that take place between sellers and managers, but there is one particular meeting that stands out as near-universal among business-to-business sales forces: the sales pipeline review meeting. During this discussion, the rep and manager go through ind

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Webcast

Webcast • Strategy & Planning, Sales Process Management, Coaching, First Line Sales Management

Pipeline Anxiety: Size Matters, Right?

February 16, 2012

Your pipeline is big – really big. So big, you seem to mention it every chance you get: sales meetings, board meetings, customer presentations, cocktail parties, plant tours. In fact, you have a hard time shutting up about your big pipeline. And who can blame you? If given a choice, any sal

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Webcast

Webcast • Coaching, First Line Sales Management, Sales Training, Sales Meetings

Management By Riding Around: Conducting Ride-Alongs with Salespeople

January 27, 2012

What’s the first thing a sales effectiveness consultant (worth their salt) will build into a proposal? Ride-alongs with your sales organization. The reason is simple: direct observation can tell you almost everything you need to know about a salesperson’s effectiveness. Ride shotgun e

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academic research

Academic Research • First Line Sales Management, Selling Effectiveness

Management Practices in Solution Sales—a Multilevel and Cross-Functional Framework

December 15, 2011

From The Journal of Personal Selling and Sales Management, Winter 2011

Business-to-business sales has changed from being an isolated function with little cross-functional influence to becoming an integrated part of long-term customer management and from an operational practice to a strategically focused part of business strategy. This suggests a need to change the u

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