Displaying articles, webcast archives, and management tools for the category "First Line Sales Management". Click here to see upcoming events for this category.

Webcast

Webcast • Coaching, Recruiting & Selection, First Line Sales Management

Research Update: Salesperson Retention and Turnover

April 03, 2017

  Sales positions are notoriously tricky to recruit for, and high performing salespeople challenging to retain. Join us for a first look at recently concluded research as we investigate sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes o

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Webcast

Webcast • Strategy & Planning, Sales Operations, First Line Sales Management

Research Update: Sales Force Attitudes Towards Forecasting

March 30, 2017

Our recent research reveals surprising differences in how sales managers and salespeople view forecasting. In this web-based video panel, we explore what these differences and their impact on forecasting effectiveness. Join two practitioners and Vantage Point Performance’s Jason Jordan for

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Webcast

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

Optimizing Sales Management Processes

March 23, 2017

Process discipline characterizes the approach many productive sales organization take to managing selling activity, but those same firms often neglect to treat sales manager activities with the same rigor. This webcast makes the case for establishing sales management process, while detailing h

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Webcast

Webcast • First Line Sales Management, Analytics, Sales Performance Management

The Cost of a Bad Sales Manager (...US$3.5 million)

September 15, 2016

  We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it… Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-per

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Webcast

Webcast • First Line Sales Management, Sales Training

Research Update: Hiring Top Sales Management Talent

January 28, 2016

  Join us for our latest research insights on hiring top sales management Talent. High performing firms find attracting effective Sales Management talent is a critical success factor.    In this webcast, we'll provide a preliminary look at research findings before w

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Webcast

Webcast • Coaching, First Line Sales Management, Sales Training

Three Steps to Make Sales Manager Training Stick

January 23, 2015

  Why is it that just weeks after a sales manager training, everything goes back to the way it was,as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't with the concept of

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Webcast

Webcast • Sales Process Management, Coaching, First Line Sales Management, Selling Effectiveness, Sales Training, Sales Performance Management

Improving Your Sales Team's Closing Skills and Win Rates

December 15, 2014

  Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and

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Webcast

Webcast • Sales Compensation, First Line Sales Management

Compensating Sales Managers

October 02, 2014

  Management spends plenty of effort designing salesperson incentive compensation plans, but the first-line sales manager pay plan is often an afterthought. This webcast reviews essential plan design principles important for first line sales managers; explores common plan design pitfalls

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Webcast

Webcast • Recruiting & Selection, First Line Sales Management

Managing Unfair Competition: Sales Organizations and the Law

August 18, 2014

Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approache

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Webcast

Webcast • Coaching, First Line Sales Management

Five Sales Coaching Best Practices

May 30, 2014

  Organizations implementing new sales methodologies often face a stark realization: despite huge investments in training, new approaches simply don’t work. Sales coaching can dramatically remedy these expensive failures. This webcast explores five “must have” qual

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