Emerging Management Competencies for Sales Leaders

24 October 2012


Just as quickly as sales organizations are evolving, so too are the leadership roles guiding them. Sales leaders now need skills different than those of their predecessors, skills essential for guiding organizations through realignments, disruptive market shifts, and technology-enabled productivity increases. Along the way they are expected to assemble high-powered sales teams, develop sales talent, make informed decisions, and provide clear leadership.

This panel discussion focuses on how organizations are developing the emerging competencies important to an effective sales manager corps. These include Coaching, Analytical Ability, Change Management, and Process Discipline.


  • Mike Galvin, Practice Manager, Sales Enablement, ASTD
  • Jim Green, Baker Hughes
  • Bob Kelly, Chairman, Sales Management Association
  • Kurt Theriault, Principal, Business Efficacy
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