Monday, November 9th, 2020

Mind the (skills) gap!

Article summary Finding the time for training and development while meeting customer needs (and achieving bottom line results) is a universal struggle faced by nearly all sales executives. The struggle is especially real for those in the highly competitive IT industry, where rapid strategic and industry change require ever-increasing time and effort to stay “in-the-know”. SAP’s Sales Coaching Team has… 

Friday, November 6th, 2020

SIX KEYS TO UNLOCK PROBLEM-SOLVING POTENTIAL

DO RIGID PROCESSES WORK IN TODAY’S WORLD… 

Wednesday, June 26th, 2019

Just call me Coach

How developing a coaching culture can make you a “destination employer”. How to embed a coaching culture was a dominant theme at the most recent Sales Learning & Development conference. Sales learning and development is not just about teaching skills; it’s about engaging and motivating the whole organization to be passionate about learning and development, and adopting a coaching culture… 

Saturday, January 30th, 2016

Sales managers’ skills, critical reasoning and motivators around the globe

Continuing from the review of sales manager behaviours by region in the previous edition of the Journal, this time we are looking at regional variations in skills, critical reasoning and motivators (what motivates the individual sales manager) across the same group of sales managers. Data published in edition 1.3 (October 2015) indicated that sales managers in China were behaviourally less…