Case Study: Assessing Sales Managers’ Ability to Lead Sales Transformation at Iron Mountain

25 October 2016


In transforming its sales organization, Iron Mountain knows sales managers must lead the way. Success depends upon managers' ability to identify salesperson strengths and gaps; effectively coach; and apply critical thinking skills to how they approach their accounts and opportunities. To focus on these three competencies, Iron Mountain has created an intensive, three-day development center for sales managers. It emphasizes salesperson assessment, coaching preparation, and creating individualized performance improvement plans for coachees and coaches alike.

Combining group learning activities, peer-driven developmental exercises, and independent study, Iron Mountain found the intensive effort on developing their managers delivered more confident, capable coaches for its salespeople, and prepared its organization for rapid, transformative change.

In this session Iron Mountain's Kevin Starner details the firm's successful efforts to design and stage a comprehensive sales manager assessment and development effort, and shares frameworks useful to firms investing in manager development initiatives.

You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.
Upgrade your membership

Become a member

Become a member