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

academic research

Academic Research • Strategy & Planning, Leadership Development, Sales Training

The Role of Top Management in Developing a Customer-Oriented Sales Force

January 02, 2013

Subhra Chakrabarty, Gene Brown, and Robert E. Widing II

Reprinted with permission from The Journal opf Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management

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Webcast

Webcast • Strategy & Planning, Leadership Development, Sales Transformation

Transforming the Sales Organization: Change Framework and Case Study

November 13, 2012

Sales transformation is not about tweaking your sales comp plans or having a one-day offsite workshop to review your sales objectives. If transformation were that simple, wouldn’t all under-performing sales organizations be transformed by now? Wouldn’t every sales team exceed its targ

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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, 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 archivesThis resource is only available for Archive Eligible members

Conference Archives • Leadership Development

Emerging Management Competencies for Sales Leaders

October 24, 2012

Just as quickly as sales organizations are evolving, so too are the leadership roles guiding them. Sales leaders now need skills different than those of their predecessors, skills essential for guiding organizations through realignments, disruptive market shifts, and technology-enabled productivi

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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 • Strategy & Planning, Leadership Development

Leading the High Growth Sales Organization

October 24, 2012

Leading sales teams in a high-growth environment requires a unique combination of skills and an adaptable, flexible management style. In this panel discussion we explore critical management issues confronting leaders at different levels in high growth sales organizations.   Panelists

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conference archives

Conference Archives • Leadership Development, Recruiting & Selection

Building a Winning Sales Management Team

October 24, 2012

While top performing salespeople are key for any successful sales organization, great sales managers can be worth even more. First-line sales managers are the critical link between front-line salespeople, customers, and the company, making them pivotal in sales force success.   Sales

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conference archives

Conference Archives • Strategy & Planning, Leadership Development

Sales Leadership’s Performance Management Tightrope: Balancing Short-Term Targets and Long-Term Goals

October 24, 2012

Sales leaders face extraordinary pressure to balance two competing demands: short-term volume and profit expectations, and the long-term challenge of supporting sustainable growth. Balancing these usually involves some form of “smoothing’ results – moderating the highest peaks,

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