Managing sales through intermediaries presents a unique set of challenges for sales leaders. In this Sales Management Association Online Experts’ Panel, three perspectives are provided on optimizing sales channel productivity. Topics address include: identifying and managing channel conflict; driving performance with limited authority; and measuring sales channel effectiveness. Session Panel...Read more
Our first in an ongoing series of panel discussions on coaching effectiveness, this Sales Management Association Experts' Exchange features three perspectives on implementing and managing impactfull sales coaching initiatives. Session Panel Gary Braun, Principal, Pivotal Advisors Paul Helmore, Vice President Sales Data and Consulting Services, Schlumberger Oilfield Services Tim McChrystal,...Read more
Coaching is fundamental to improving salespeople's performance, yet it remains perhaps the least understood and most inconsistently implemented management skill in sales organizations. The following articles, webcasts and research projects focus on sales coaching development for sales managers.

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