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, 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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Webcast

Webcast • Coaching, Sales Force Roles, Leadership Development, First Line Sales Management

Sales Manager Coach Thyself: The Development Strategy That Dooms Sales Forces to Fail

August 20, 2012

In recent years, the front-line sales manager has come into focus as a key point of leverage in the sales force. In particular, organizations are trying to improve their sales managers’ ability to coach their reps to higher performance. But what about sales managers themselves - who is coac

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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 • Strategy & Planning, Leadership Development, Sales Operations, Sales Transformation, Sales Training, Analytics

Operating Priorities of High Growth Sales Organizations

July 13, 2012

Miller Heiman’s annual study of sales organizations measures what separates “World Class” sales organizations from others. In this Sales Management Association webcast, Miller Heiman’s Joe Galvin details 12 best practice initiatives that characterize World Class sales orga

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Webcast

Webcast • Leadership Development, First Line Sales Management, Sales Training

Training Sales Managers: Best Practices

November 03, 2011

Sales managers can have an outsized impact on the sales organization’s performance. Why then, do so many companies invest so little in sales manager training? Firms that skimp on sales manager training forgo a critical opportunity to impact overall sales force effectiveness. In this Sal

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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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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 • Sales Force Roles, Leadership Development, Recruiting & Selection

Best Practices in Sales Human Capital Management

July 12, 2012

Two-thirds (or more) of sales organization's total spend goes to compensate sales personnel, but how much do sales organizations really focus on the human resources they invest in? In fact, many sales organizations have a fragmented approach to people related processes, unlinked to a comprehe

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Webcast

Webcast • Sales Process Management, Leadership Development, Selling Effectiveness, Sales Training, Social Media

Thought Leadership as Sales Strategy

June 15, 2012

Building a Sales Force That Customers Find Credible

Sales organizations competing in increasingly commoditized markets seek ways to elevate the sales conversation, sell higher in the organization, and participate earlier in the buying cycle. In short, they seek entirely new ways of engaging prospects. Similarly, buyers are looking for new way

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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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