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Webcast

From Boss to Coach: Turning Great Sales Managers into Great Coaches

19 October 2016

Success in sales isn't based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson's internal drivers/barriers, much less have a meaningful discussion about them. Sales leaders end up ignoring the...Read more

Webcast

Research Update: Investment in Salesperson Skill Development

13 October 2016

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change...Read more

Conference Archives

2016 Sales Force Productivity Conference

1 October 2016

Webcast

Building the Sales Force’s Digital Playbook

29 September 2016

With a digital sales playbook, salespeople can easily find the right messaging and content, in context, right when they need it. In this session we provided a framework on how to take your existing sales messaging and content, link it to each sales process stage, and ensure its effective delivery...Read more

Webcast

Five Signs You Need to Graduate from Sales Effectiveness

28 September 2016

You make your number sporadically, but not consistently, and not always. Your revenue goal is very hard to make, and may be unrealistic. What distinguishes top growth executives from their peers is they have graduated beyond sales effectiveness. They have embraced a new emerging best practice called the Revenue Growth...Read more

Webcast

Enabling Channel Sales

22 September 2016

Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. In this webcast, we reviewed key elements of effective channel enablement strategy and practical initiatives for maximizing access, coaching, and engagement with...Read more

Webcast

The Cost of a Bad Sales Manager (…US$3.5 million)

15 September 2016

We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it. Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-performing sales managers?...Read more

Webcast

Research Update: Managing Sales Compensation

1 September 2016

Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization's energy and attention. Firms' ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast presented initial findings from recently-concluded Sales Management Association research on Managing Sales Compensation. The...Read more

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From Boss to Coach: Turning Great Sales Managers into Great Coaches

Research Update: Investment in Salesperson Skill Development

2016 Sales Force Productivity Conference

Building the Sales Force’s Digital Playbook

Five Signs You Need to Graduate from Sales Effectiveness

Enabling Channel Sales

The Cost of a Bad Sales Manager (…US$3.5 million)

Research Update: Managing Sales Compensation

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