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

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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Webcast

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

Six Emerging Trends in Sales Force Effectiveness for Sales Managers

February 24, 2013

The past few years have unlocked unprecedented innovation in the areas of sales force effectiveness. More than ever, sales managers have tools at their disposal to help them improve the productivity and success of their sales teams. In this webcast, we discuss six emerging trends that could be th

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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 archivesThis resource is only available for Archive Eligible members

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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