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Developing Sales Managers

Infographic
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.

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.

The Art of Modern Sales Management

Chapter 11: Social Media Marketing for Sales Managers
Renie McClay, Glenn Raines | February 03, 2014 | Book Chapter

Learn about some of the basic principles, tactics, and technology platforms you can use immediately to effectively manage a social media marketing effort within your own sales organization.

The Art of Modern Sales Management

Chapter 09: The Hiring Dilemma—Advice for Sales Leaders
Renie McClay, Joseph D. Anzalone | February 03, 2014 | Book Chapter

"If you have the wrong people on the bus, nothing else matters. You may be headed in the right direction, but you still won’t achieve greatness. Great vision with mediocre people still produces mediocre results."

The Art of Modern Sales Management

Chapter 07: The Sales Manager’s Role in Training
Renie McClay, Sandy Stricker | February 03, 2014 | Book Chapter

There are a number of factors that contribute to the success of training, but the bottom line is that most of the other factors boil down to one thing—manager support.

The Art of Modern Sales Management

Chapter 05: Selling Across Cultures
Renie McClay, Anup Soans | February 03, 2014 | Book Chapter

Wearing another’s lens or walking the proverbial mile in another’s shoes will cause some discomfort at first, but those who master the process stand to reap huge gains. Some businesses learn this the hard way

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