Research Update: Developing Sales Managers

10 May 2013

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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 training and development investments. Presented by Sales Management Association Chairman Bob Kelly and Kurt Theriault from research underwriter Business Efficacy.

Topics include:

  • Return on sales manager training investments
  • New hire vs. tenured manager training differences
  • Key training and development priorities
  • Sales manager bench strength practices
  • Trends in outside hiring vs. internal candidate development for sales manager positions
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