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, Sales Training

Training Sales Managers: Best Practices

November 03, 2011

Sales managers can have an outsized impact on the sales organization’s performance. Why then, do so many companies invest so little in sales manager training? Firms that skimp on sales manager training forgo a critical opportunity to impact overall sales force effectiveness. In this Sal

Register to Read More of this article

Webcast

Webcast • Coaching, Leadership Development, First Line Sales Management, Analytics, Sales Performance Management

Measuring Sales Coaching Success

October 02, 2011

Management's Key Performance Indicators

Many sales organizations embrace coaching as an essential sales management role. With good reason: coaching's impact on sales force effectiveness and salesperson development has a tangible impact matched by few other management activities. Yet even those organizations that make sales coaching

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, First Line Sales Management, Analytics, Sales Performance Management

Management's Guide to Effective Sales Performance Reporting

September 07, 2011

Performance reporting provides an essential tool for salespeople and the managers directing them. In this Sales Management Association webcast, we present an overview of top reporting tips and best practices for accelerating sales performance and management effectiveness. Speakers will discuss sp

Register to Read More of this article

Webcast

Webcast • Sales Technology, Sales Operations, First Line Sales Management, Analytics, Configure-Price-Quote

Sales Leadership's Role in Managing Pricing

August 30, 2011

In this Sales Management Association webcast, we provide sales leaders with insight into common pricing related challenges, suggest ways to integrate strategic pricing principles within a sales management framework, and provide best-practice insight on leading firms' use of pricing to optimiz

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Coaching, Leadership Development, First Line Sales Management, Sales Meetings

Making the Most of Team Coaching Opportunities

August 10, 2011

Third in a three-part series on sales coaching effectiveness

Team settings provide a unique coaching opportunity. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews how team coaching differs from one-on-one coaching, and how effective sales coaches use both coaching approaches to deliver superior impact.

 Topics include:


Register to Read More of this article

Webcast

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

One-On-One Coaching Effectiveness: Coaching the Pipeline

July 27, 2011

One-on-one coaching provides sales managers with an impactful opportunity to influence their direct report’s selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders outlines the fundamental aspects of one-on-one coaching effectiveness for sales managers. Spec

Register to Read More of this article

Webcast

Webcast • Sales Technology, Sales Operations, First Line Sales Management, Social Media

How Social Media Impacts B2B Sales Management

July 14, 2011

Social media is completely changing the way businesses interact, with profound implications for sales management. As LinkedIn, Facebook, Twitter, and other platforms reshape buyer-seller communication, sales management's role has also been redrawn. In this Sales Management Association webcast

Register to Read More of this article

management tool

Management Tool • Coaching, First Line Sales Management, Analytics

Manager's One-on-One Coaching Report

June 21, 2011

A Summary Form for Documenting Coaching Discussions

Documenting sales coaching conversations is key to the process of coaching salespeople. This simple form provides an efficient way for managers to document all the important aspects of one-on-one coaching discussions. Provided by AXIOM Sales Force Development, the form is explained as part of AXI

Register to Read More of this article

Webcast

Webcast • Coaching, First Line Sales Management

One-On-One Coaching Effectiveness: Deal Reviews

June 15, 2011

One-on-one coaching provides sales management’s best opportunity to impact direct reports' selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews the fundamental aspects of one-on-one coaching effectiveness for sales managers. Special emphasis in

Register to Read More of this article

Webcast

Webcast • First Line Sales Management, Selling Effectiveness

Sales Management's Role in Global Accounts

May 23, 2011

Covering global accounts has unique challenges. Large sales organizations typically use separate sales forces for their largest, most valuable, and most strategic customers and prospects. Managing the strategic account sales force also brings a unique set of management challenges. In this webcast

Register to Read More of this article