Change Leadership: How Sales Managers Develop This Essential Competency

8 June 2023


Even before COVID, most sales forces operated against a backdrop of quickening change. The pace and magnitude of change confronting sales leaders is hardly easing well into our post pandemic recovery. Economic uncertainty, a shifting labor pool, and accelerating technological disruption have created a state of semi-permanent “transformation” for sales leaders coping with what seems like an unending series of disruptions.

What differentiates sales leaders who successfully guide their organizations through change-intensive periods? In this webcast, we examine sales management’s role as change leader, and discuss the practices managers must embrace to transform their organizations. Presented in fireside chat format, Sales Management Association Chairman Bob Kelly previews topics featured in his graduate sales leadership course at University of Houston’s Bauer College of Business, and invites comment from Randy Webb, Bauer’s Senior Professor of Practice. (Webb is also executive director of the Stephen Stagner Sales Excellence Institute, and the former president of M&M Mars.)

Topics include

  • Understanding the forces of disruption affecting sales organizations
  • Defining characteristics of adaptive sales forces
  • Managerial qualities required for change leadership
  • Building change competencies in sales managers
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