An effective and fully staffed sales management corps is vital to sales organization productivity, but few organizations adequately prepare leaders for the sales manager role. Without a reliable source of field-ready sales managers, organizations must delay staffing in order to find capable managers, or risk promoting unprepared new managers. Mistakes are costly, and their impact compounded across the salespeople and sales teams affected.
This workshop provides a detailed look at CCH Wolters Kluwer's program to develop new sales managers. The session also includes a review of best practices for organizations building sales manager development programs.
Topics covered include
- Quantifying costs of poorly prepared sales managers
- Defining fundamental aspects of the sales manager role
- Assessing sales management fit, readiness, and development priorities
- Implementing in-role learning, by putting developmental activities into action
- Supporting and developing new sales manager
