Technology is re-shaping the essential work of sales managers. This Sales Management Association webcast shows how management’s coaching effectiveness is dramatically amplified through the use of mobile recording technology, speech-to-text analytics, and innovative coaching delivery methods.
Presenter Marc Miller, SpearFysh CEO and author of A Seat at the Table details how low-cost mobile field recording tools can be combined with predictive analytics to more quickly identify which salespeople and interactions require management feedback. By letting technology do this position of “heavy lifting” around performance coaching, management’s time is freed for more strategic activities. Case study examples show rookie ramp-up time cut in half, and accelerated development of “B players” into high performing salespeople.
Additional topics include:
- The advent of the transparent sales organization, where management has clear visibility into sales performance.
- Providing “curbside coaching” remotely.
- Realizing quicker behavior shifts through more immediate feedback and coaching.
- Case study examples of early adopter sales organizations.
