Too often, front-line sales managers are poorly supported and inadequately trained. That's changing as firms acknowledge sales management's pivotal importance in driving sales performance. How are leading firms investing in the sales management position, and what returns do these investments yield?
In this session Microsoft's and Baker-Hughes' sales management development programs are detailed. These two Fortune 500 firms consider the sales management position as a strategic investment priority. Architects of their respective programs outline key learnings, best practices, and expected outcomes of their sales management investments.
Presented by Baker Hughes' Jim Green and Karen Sambogna, DIrector of World Wide Sales Leader Strategy at Microsoft.
Topics:
- Creating a culture supportive of sales coaching
- Building a case for sales management development investments
- Measuring ROI on development initiatives
- A framework for defining coaching's role in the sales management position
- Cementing commitment inside the firm for coaching and sales management development.
