Summit Europe Sessions First-Line Sales Managers Enabling What Matters

First-Line Sales Managers: Enabling What Matters

Speaker(s):  Heather Cole

Syndicate(s): Sales Enablement, Sales Executive

Focus: Adopt

Priorities: Talent Acquisition Support; Sales Onboarding; Ongoing Learning and Development

Historically, the development of first-line sales managers is rarely given the same level of attention and resources as the development of the reps they manage. It is no surprise then that managers report feeling unprepared to effectively coach and develop their own teams. The process of manager enablement is similar to rep enablement, but the competencies and delivery of learning is very different. This session introduces a competency-based framework to develop managers across the sales talent lifecycle and provides insight into what attracts and motivates high-performing sales managers. This presentation will provide the following benefits:

For sales:

  • Gain insight into data supporting behaviours and preferences of high-performing managers
  • Learn how to create a playbook for assessing, measuring and delivering manager enablement
  • See best-in-class examples of effective manager enablement programs