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

Webcast

Webcast • Coaching, Leadership Development

Closing Sales Managers' Competency Gaps

November 01, 2012

Sales managers have an outsized impact on business performance, but garner only a fraction of corporate learning and development efforts. Many company training programs for sales managers simply are not targeted to the sales management job. Instead, they provide generic management training not sp

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conference archives

Conference Archives • Coaching

Motivating Salespeople - What Really Works

October 25, 2012

Keynote Presentation 2012 Sales Force Productivity Conference

No sales force consists entirely of stars; sales staffs are usually made up mainly of solid performers, with smaller groups of laggards and rainmakers. Though most compensation plans approach these three groups as if they were the same, research shows that each is motivated by something different

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conference archives

Conference Archives • Sales Process Management, Coaching, Sales Operations

Rethinking Sales Pipeline Management

October 25, 2012

Keynote Presentation 2012 Sales Force Productivity Conference

Pipeline management describes a sales organization’s approach to qualifying, quantifying, prioritizing, and pursuing opportunities. Manage the pipeline well and good things happen: forecasts are more accurate, resources are deployed more efficiently, and sales force productivity increases.

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conference archives

Conference Archives • Coaching

Coaching Implementation Best Practices

October 25, 2012

There’s been a coaching gold rush of sorts over the past few years. Discouraged by traditional training’s meager returns, and attracted by coaching’s promise of performance improvement, hundreds of sales forces have initiated coaching projects.   Coaching’s ea

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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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