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

Webcast

Webcast • Coaching, Leadership Development, Sales Operations

From Boss to Coach: Turning Great Sales Managers into Great Coaches

October 19, 2016

  Success in sales isn’t based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson’s internal drivers/barriers, much less have a meanin

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Webcast

Webcast • Leadership Development, Sales Operations, Sales Training

Sales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach

August 11, 2016

Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,” but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienced field sales managers poo

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Webcast

Webcast • Leadership Development, Sales Training, Sales Performance Management

Sales Development: An Emerging Selling Role Driving Sales Productivity

August 03, 2016

  High-growth technology firms are abuzz with “sales development” – a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel,

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Webcast

Webcast • Strategy & Planning, Coaching, Leadership Development

The Art and Science of Proposal Content Management

June 29, 2016

  In any given year, a proposal manager can be responsible for impacting tens to hundreds of millions in business via sales proposals. But what makes a good proposal? What does great look like?  RFP responses and unsolicited sales proposals are critical elements in driving business,

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Webcast

Webcast • Strategy & Planning, Leadership Development

Building a Better Sales Manager

June 14, 2016

  Upgrading the sales force? Your first stop should be first-line sales managers. No single role in the firm has a bigger impact on sales performance. Join us for an expert web panel exploring how firms are meeting manager development challenges. Panelists will also address audience-subm

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Webcast

Webcast • Strategy & Planning, Leadership Development, First Line Sales Management, Sales Performance Management

Mastering Sales Force Change

May 05, 2014

  Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors as

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Webcast

Webcast • Leadership Development, Sales Transformation

Research Update: Managing Sales Force Change

June 11, 2013

Managing large-scale change initiatives is a priority for most sales organizations. In fact, the prevalence and intensity of change in the sales force means that sales leaders must be among the most adept change managers in the organization. In this Research Update, we review findings from The Sa

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Webcast

Webcast • Leadership Development, First Line Sales Management

Building a Winning Sales Management Team: The Force Behind the Force

June 06, 2013

Would you rather have excellent salespeople with an average sales manager, or average salespeople with an excellent sales manager? Research suggests there is a clear answer - if your focus is on sustained high performance. This webinar combines concepts and strategies from ZS Associates&rsqu

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Webcast

Webcast • Coaching, Leadership Development, First Line Sales Management

Research Update: Developing Sales Managers

May 10, 2013

Sales manager effectiveness contributes mightily to overall sales force productivity, yet many firms are unsure how to develop sales manager talent. This Sales Management Association webcast summarizes results from a recently concluded Research Initiative examining how firms make sales manager tr

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Webcast

Webcast • Leadership Development, First Line Sales Management

Returning to Growth: Eliminating Bad Sales Management Habits

March 08, 2013

The recent economic downturn hurt more than sales performance – it allowed potentially destructive management practices to gain a foothold in many organizations. Hyper-vigilant forecasting, constant reporting, and increased spans of control are some of the sales management approaches borne

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