Driving Sales Team Productivity through Front-Line Sales Management
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Few large sales organizations can match EMC’s growth over the past ten years, during which time the global IT firm has enjoyed year-over-year growth rates in excess of 100%, and a four-fold increase ...
Few large sales organizations can match EMC’s growth over the past ten years, during which time the global IT firm has enjoyed year-over-year growth rates in excess of 100%, and a four-fold increase in employees to 40,000 worldwide. One key to its remarkable growth record is its focus on sales productivity driven by high-performing front-line sales management.
In this Sales Management Association webcast, Philippe Le Baron, formerly a European sales productivity manager with EMC, reviews the key elements of front-line sales management processes, and discusses how other firms have successfully adapted these techniques to drive transformational productivity improvements within their sales organizations. The webcast addresses the following topics: five sales management processes essential to driving sales team execution; developing sales management’s impact on profitable revenue growth; implementing and managing a high-performance front-line sales management focus; and creating a blueprint for transformational change within any sales organization.
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