How to Build a Manager Effectiveness Program (and Why it Matters)

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Original Webinar Date: June 7, 2017

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While traditionally sales enablement organizations have focused on developing the Seller, few have an answer for how to best enable the Manager.

Consider this from CSO Insights: Organizations that invest in manager effectiveness programs achieve 107% revenue attainment versus 88% for those that don’t. That’s a top-line difference of $1.4M for the average 6-person team carrying $1M in quota per rep. It’s also the difference between making and missing the number.

So what is a sales manager effectiveness program? Watch this webinar and hear what we’ve learned from the in-person Manager Effectiveness Workshops we’ve held with senior sales and enablement leaders across the country. We’ll dive into the two key pillars identified as crucial to manager effectiveness:

  • Move management processes from ad-hoc to formal
  • Develop front line managers as coaches

And explore the specific processes identified as making the biggest top-line difference.