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 • 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 • 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, 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 • Sales Force Roles, First Line Sales Management

Online Experts’ Exchange: Managing Pre-Sales

February 26, 2011

Making the Most of Sales Engineering Investments

Organizations that solve complex problems with engineered solutions often bolster their sales force with sales engineering resources. These resources are often referred to as “Pre-Sales;” their role is focused in scoping customer requirements, configuring complex offerings, and securi

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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

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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 • 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

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Webcast

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

Coaching the Sales Pipeline

March 31, 2011

  Effective pipeline management is critical to sales force productivity. With it, forecasts hit the mark and quotas are achieved. Without it, arrows begin to fly and casualties are incurred. The key to effective pipeline management? The ability of your managers to coach your salespeo

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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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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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