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 • Leadership Development, First Line Sales Management, Sales Training

An Update on the Status of Sales Management Training

October 23, 2010

Thomas L. Powers, Thomas E. DeCarlo, and Gouri Gupte

Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study

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Webcast

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

Visibility for the CEO, Sanity for the Sales Manager

April 05, 2010

Managing Up So You Can Get Down to Work

I need a stack rank of your team. Have the updated forecast ready by the end of the day. Get those new hires up to speed faster. Requests, or demands, like these can come quick and often from CEOs to sales managers—stealing precious time from effectively managing their sales teams.

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Webcast

Webcast • Leadership Development, First Line Sales Management

Driving Sales Team Productivity through Front-Line Sales Management

February 05, 2010

Keys to Execution Success

Few large sales organizations can match EMC’s growth over the past ten years, during which time the global IT firm has enjoyed year-over-year growth rates in excess of 100%, and a four-fold increase in employees to 40,000 worldwide. One key to its remarkable growth record is its focus

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Webcast

Webcast • Leadership Development, First Line Sales Management

Three Essential Sales Management Skills - For Non Sales Managers

April 08, 2009

Scores of professional managers have responsibility for a sales force, even though their title is something other than “Sales Manager.” Executives, General Managers, small-business owners - all of these may find sales management a daunting challenge. This webinar imparts a framework r

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research

Research • Leadership Development, First Line Sales Management

Sales Management Association Research Brief: Improving Sales Managers' Effectiveness

July 28, 2008

A Study of How Sales Managers Spend Their Time

Judging sales managers’ effectiveness is not a simple matter. The sales management role – like the sales positions it manages – grows ever more complex, demanding, and diverse. In many firms, sales managers’ responsibilities change more dynamically than any other comp

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research

Research • Sales Force Roles, Leadership Development, First Line Sales Management

Hiring Salespeople

June 17, 2008

Best Practices in Recruiting from High-Performing Sales Organizations

Hiring the right people is one of the most important tasks that managers have.  When it comes to hiring salespeople, the stakes are particularly high.  A great hire can make a critical difference both in terms of revenues and the morale of a sales force.  A hiring mistake is costly

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research

Research • Leadership Development, First Line Sales Management

What are the Characteristics of an Effective Sales Manager?

June 11, 2008

An Exploratory Study Comparing Salesperson and Sales Manager Perspectives

Dawn R. Deeter-Schmelz, Daniel J. Goebel, and Karen Norman Kennedy   This study builds on previous research concerning sales manager  selection by examining the characteristics of effective sales managers from two perspectives—that of sales managers and sales represen

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research

Research • Leadership Development, Sales Transformation

Sales Management Association Case Study: Siemens One

June 09, 2008

Sales Force Deployment and Customer Coverage

For global sales organizations with a diverse set of sales opportunities, few challenges are more daunting than providing adequate customer coverage. Siemens Corporation addresses this challenge with its Siemens One division, which integrates the multi-unit sales effort required for complex,

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research

Research • Leadership Development, Sales Compensation, First Line Sales Management

Sales Management's Role in Designing the Sales Compensation Plan

June 03, 2008

An Insider's Guide to Achieving Your Objectives, Managing Multiple Stakeholders, and Avoiding Surprises

S. Scott Sands Watson Wyatt Worldwide Sales incentive compensation design projects are time-consuming, complicated, and involve the competing interests of many stakeholders.  What is the best way for Sales Management to participate in the process? Veteran sales compensation co

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