What’s the difference between training targeted specifically at front-line sales managers versus general leadership training targeted at other supervisory functions within an organization? Unfortunately, in many cases, nothing. While it is clear that there is merit to tying sales manager training to an organization’s competency model, most of the training sales managers receive tends to be too blunt of an instrument to address the day-to-day realities of sales management.
 
In this webinar, Michelle Vazzana, partner at Vantage Point Performance and co-author of Cracking the Sales Management Code, will reveal how to:
 

• Develop sales manager training that accommodates the complexities of different sales roles
• Align training with the high-impact sales management activities that drive sales performance results
• Help sales managers establish a framework that allows them to operationalize the training into their daily workflows

Michelle Vazzana is a partner at Vantage Point Performance and co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, published by McGraw Hill in 2011. Vazzana has more than 28 years of successful sales and management experience in the major account environment. Vazzana has personally trained and coached thousands of salespeople, sales managers, and sales leaders, as well as designed and facilitated programs for effective sales management, coaching and reinforcement, face-to-face selling, major account sales strategy, and telesales. Vazzana also designs and implements global end-to-end engagements for clients that create the environment to ensure long-term performance change.