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Developing Sales Managers

ATD Research | November 19, 2014 | Infographic

Key stats from the ATD research report, Developing Sales Managers: Activating Sales Performance Through Learning

Developing Sales Managers

Whitepaper (Member Benefit)
ATD Research | November 19, 2014 | Whitepaper

This research investigates whether sales managers are sufficiently equipped to handle their responsibilities and discusses the role of the talent development function in providing the necessary preparation. 

Sales Coaching Plan

November 01, 2014 | Tool

This template includes an assessment of current objectives and status for the player, as well as a post-observation session assessment for coaching. 

Sales Effectiveness Assessment

October 01, 2014 | Tool

Learn about the five sales effectiveness levels and determine where you have the greatest business needs.

Forecasting Worksheet and Pipeline Action Plan

September 01, 2014 | Tool

Your team can use this worksheet to analyze the deals they have in play at each stage and their likelihood of closing, as well as to figure out the steps they need to take in order to hit their quota. This worksheet will also help your team make educated estimates of the revenue they can expect to generate in a given period of performance given the status of their pipeline.

Annual Sales Planning Worksheet

September 01, 2014 | Tool

Your team can use this worksheet to help them visualize different performance scenarios and plan accordingly based on their compensation plan, sales pipeline, and past performance.

Sales Manager Skills Assessment

August 01, 2014 | Tool

This assessment is designed to provide you with specific information regarding your strengths and development needs as a sales manager. It will provide you with a focus for improving your future performance and serve as reinforcement for the things you are already doing well.

Innovative Team Selling: Teaching Sales Teams How to Leverage Resources

ASTD 2014 International Conference & Expo
Eric Baron | May 07, 2014 | Video

Most sales teams do not devote enough energy to meeting dynamics and process awareness. The skills related to this are critical components of effective teamwork, collaboration, and innovation, both internally and externally. This session will focus squarely on what will actually make team selling work within organizations large and small. It will outline how to help your teams master new skills in five specific categories: interpersonal, communication, presentation, problem solving, and facilitation.

How to Fascinate From First Impressions to Lasting Value

ASTD 2014 International Conference & Expo
Sally Hogshead | May 06, 2014 | Video

We live in a distracted world where the average attention span is just nine seconds. If we only have mere seconds to communicate value, how do we break through? To stop the distraction, and engage a listener, we must create moments of intense focus. Yet when we do break through--when we use our personality advantages to connect and communicate--the results are extraordinary.

22nd Century Selling Skills: Use Now at Risk of Great Success

ASTD 2014 International Conference & Expo
Mike Kunkle | May 04, 2014 | Video

In this session on 22nd century selling skills, the speaker will reveal a series of competencies that converge to form a foundation for selling mastery, in any century. He calls them 22nd century selling skills, only because we rarely see them all converge today. And when it does happen, it's usually due to luck or fate, rather than a purposeful orchestration or sales enablement plan.

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