Developing Managers: New Priorities for the Sales Force

8 October 2013


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 interpreting new data, leveraging technology, and aligning their organizations with shifting customer and market requirements. And as before, they're also expected to assemble high-powered sales teams, develop sales talent, manage diverse and distributed team members, and provide clear leadership. Companies – even those with large learning and development support resources – are not well prepared to develop sales management; there are far fewer available resources for sales managers than for salesperson training.

This panel explores the emerging competencies important to an effective sales manager corps, the range of educational resources available, and describes best practices in structuring impactful sales manager learning initiatives. Moderated by The Darden School of Business Professor Tom Steenburgh, the panel features input from global learning and development thought leaders.

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