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, Leadership Development, First Line Sales Management

Optimizing Sales Management Processes

March 23, 2017

Process discipline characterizes the approach many productive sales organization take to managing selling activity, but those same firms often neglect to treat sales manager activities with the same rigor. This webcast makes the case for establishing sales management process, while detailing h

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research

Research • Strategy & Planning, Sales Technology, Sales Operations, First Line Sales Management, Analytics

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.   It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objec

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Webcast

Webcast • First Line Sales Management, Analytics, Sales Performance Management

The Cost of a Bad Sales Manager (...US$3.5 million)

September 15, 2016

  We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it… Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-per

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research

Research • First Line Sales Management, Sales Training

Research Brief: Hiring Top Sales Management Talent

April 04, 2016

  Sales managers play a vital role in high-performing sales organizations; sourcing and developing effective managers is therefore critical to any firm fielding a sales force. It’s a challenge approached in two ways: sourcing talent from outside the firm, or developing internal tal

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Webcast

Webcast • First Line Sales Management, Sales Training

Research Update: Hiring Top Sales Management Talent

January 28, 2016

  Join us for our latest research insights on hiring top sales management Talent. High performing firms find attracting effective Sales Management talent is a critical success factor.    In this webcast, we'll provide a preliminary look at research findings before w

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research

Research • Coaching, First Line Sales Management, Sales Training

Research Brief: Sales Onboarding Practices

February 12, 2015

  When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding p

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Webcast

Webcast • Coaching, First Line Sales Management, Sales Training

Three Steps to Make Sales Manager Training Stick

January 23, 2015

  Why is it that just weeks after a sales manager training, everything goes back to the way it was,as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't with the concept of

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Webcast

Webcast • Sales Process Management, Coaching, First Line Sales Management, Selling Effectiveness, Sales Training, Sales Performance Management

Improving Your Sales Team's Closing Skills and Win Rates

December 15, 2014

  Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and

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Webcast

Webcast • Sales Compensation, First Line Sales Management

Compensating Sales Managers

October 02, 2014

  Management spends plenty of effort designing salesperson incentive compensation plans, but the first-line sales manager pay plan is often an afterthought. This webcast reviews essential plan design principles important for first line sales managers; explores common plan design pitfalls

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Webcast

Webcast • Recruiting & Selection, First Line Sales Management

Managing Unfair Competition: Sales Organizations and the Law

August 18, 2014

Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approache

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