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 • 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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Webcast

Webcast • Sales Process Management, Sales Operations, First Line Sales Management, Sales Training, Sales Enablement, Social Media

Social Media and Sales Management Practice: Research Update

December 07, 2012

Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations.   This presentation features updates

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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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