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

Webcast

Webcast • Strategy & Planning, Coaching, Leadership Development

What's Working for Sales Leadership: New Research on Sales Force Effectiveness

August 18, 2011

Based on a global study of more than 1,000 professionals, AchieveGlobal's Survey of Sales Effectiveness provides research-based insight into sales activities that generate results. In this Sales Management Association webcast, AchieveGlobal's Mark Fears and Mark Marone report key findings

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Webcast

Webcast • Sales Process Management, Coaching, Leadership Development, First Line Sales Management, Sales Meetings

Making the Most of Team Coaching Opportunities

August 10, 2011

Third in a three-part series on sales coaching effectiveness

Team settings provide a unique coaching opportunity. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews how team coaching differs from one-on-one coaching, and how effective sales coaches use both coaching approaches to deliver superior impact.

 Topics include:


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academic research

Academic Research • Leadership Development, Sales Training

A Global Perspective on the Current State of Sales Education in the College Curriculum

April 07, 2011

Dawn R. Deeter-Schmelz and Karen Norman Kennedy

In developing on-going customer relationships required in a global business world, twenty-first-century businesses are demanding greater numbers of well-trained, entry-level sales representatives while at the same time expecting higher levels of professionalism and skill from these salespeople. W

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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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