Research First Look: Defining Sales Management’s Value

23 June 2021

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Sales managers play a critical role in the sales organization. As first line managers, they have maximum influence on salesperson performance; as leaders, they are instrumental in directing change. Drawing on recently concluded SMA research, this webcast explores changes in sales management's role and impact. The research examines important value drivers of sales manager influence, and explores how sales managers at multiple levels contribute to their organizations.

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