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Sales and Marketing » Sales Management » Managing Sales Force » Training and Development
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Metrics, Graphics, Detailed Process Map
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Empowering your sales leaders to coach and to motivate sales associates has a measurable impact on the bottom line. Sales managers must be trained on germane content areas, such as leading and influencing others, that will affect their daily jobs, and ultimately sales force effectiveness. Once trained, focusing on the people and not administrative tasks will enable the sales managers to have a greater impact on their direct reports. Therefore sales output can be greatly hindered by an ineffective sales manager. Key factors addressed in this study include the prominence of corporate-sponsored sales management leadership development programs, the influence of aligning the program under the sales organization, the importance of training managers to lead and influence others, and the most effective delivery formats for content areas of training.
This study will benefit those directors and vice presidents in charge of sales leadership and development. Executives can conduct their own gap analyses and identify ways they can better structure, administer, deliver and measure their sales management leadership development programs to leverage and optimize the skills of their upcoming corporate leaders via these metrics, qualitative insights and executive quotes.