Management’s Impact on Sales Force Effectiveness

18 October 2011

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Sales managers are uniquely positioned in organizations. They act as a linking pin between top managers who develop marketing strategies and salespeople who implement them. They need to continuously gather market information, quickly synthesize it, and effectively disseminate it to employees at all levels. All the while, sales managers are tasked with planning, directing, and controlling duties themselves.

A pertinent question to practitioners that Professor Mike Ahearne is tackling with extensive research in the field of personal selling and sales management is: Which traits and competencies are needed by sales managers in today's dynamic business environment? In this session, presented at SMA's 2011 Conference, Porfessor Ahearne reveals details of his research, and covers the following additional topics:

  • The rapidly changing role of sales management
  • The sales manager as a strategic hub of information
  • Optimizing sales manager time allocation
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