Displaying articles, webcast archives, and management tools for the category "Coaching". Click here to see upcoming events for this category.

conference archives

Conference Archives • Coaching, Leadership Development

Retooling Sales Management to Drive Sales Force Change

October 25, 2012

Sales organizations confront large-scale change initiatives on a regular basis. First-line sales managers are essential to implementing meaningful, sustainable change, particularly in large organizations. This panel discussion explores how firms are implementing sales force-wide change through a

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conference archives

Conference Archives • Coaching, Leadership Development

Elevating Sales Leadership and Coaching through Whole Brain Thinking

October 24, 2012

Despite performing at the highest level, professional athletes still depend on coaches for continuous improvement. Similarly, salespeople – even great salespeople – can elevate their skills and performance through coaching. Effective sales coaches must critically observe performance,

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conference archives

Conference Archives • Coaching, Leadership Development

Developing a Change-Ready Sales Culture

October 24, 2012

Sales organizations are change-intensive environments. Continually challenged to be more productive, sales forces must also adapt to quick-moving customer, competitor, and market changes. Many sales leaders attempt to manage change from a reactive posture: playing catch-up with market demands, or

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conference archives

Conference Archives • Coaching, Sales Technology

Virtual Sales Coaching Case Study

October 24, 2012

Using emerging mobile technology and a focus on improving sales meeting effectiveness, two firms recently launched pilot programs to test the effectiveness of virtual sales coaching. This session features their experiences and presents compelling insights into the future of technology-enabled vir

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conference archives

Conference Archives • Coaching

Case Study: Implementing a Certified Sales Coach Program

October 24, 2012

Organizations committedto coaching excellence must invest in developing managers’ coaching capabilities.This workshop profiles Schlumberger’s efforts to develop and implement a high-impactsales coaching capability within the firm’s sales management corps. Topics include p

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conference archives

Conference Archives • Coaching, Leadership Development

Jump Starting New Sales Manager Performance: Case Study and Best Practices

October 24, 2012

An effective and fully staffed sales management corps is vital to sales organization productivity, but few organizations adequately prepare leaders for the sales manager role. Without a reliable source of field-ready sales managers, organizations must delay staffing in order to find capable manag

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conference archives

Conference Archives • Coaching

(Re)making The Case for Sales Coaching

October 24, 2012

That sales managers ought to “coach” their salespeople is a powerful – and popular – notion. Research, including SMA’s, shows that real performance benefits accrue to organizations that coach salespeople, and pundits and professional services firms endlessly pro

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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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