9.00 - 9.45 am GMT:  As a result of joining this event, you will learn how to identify core capabilities which will  enable you to support first line sales managers to help them increase their impact.

Recommended audience

Sales leaders, CSO, sales directors, first line sales managers looking to drive their success and impact

Type of audience

UK and International

Description

First line sales managers are a pivotal role in every organization. As focus has shifted to transformation, and as availability of data has increased, the roles and expectations of managers have changed….but have they? This webinar will explore the disconnect and think about how to close any gaps that exist. In practice this will increase the impact of your sales managers within your organisation.

We will explore the changing role of first line sales managers in sales organisations. Conventional thinking suggests that great sellers become sales managers. Korn Ferry's data tells us that, whilst this has many positive aspects, the core capabilities required differ and may not support the sales managers to be successful. This presentation explores this and adds perspective on how you can identify and support first line sales managers to deliver more success more quickly.

Key takeaways

• Insight around the essential capabilities of an effective sales manager.
• As focus on sales effectiveness gathers pace, what skills do managers now need that they may not have?
• Seller to sales manager, what can make the transition more successful?

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenters

Iain Critchley FF.ISP, Sales Transformation Solutions Client Partner for Korn Ferry in EMEA

Iain is the Sales Transformation Solutions Client Partner for Korn Ferry in EMEA. He diagnoses, defines and implements transformation projects for clients across multiple sectors delivering measurable impact and outcomes. Prior to Korn Ferry Iain most recently lead the global sales transformation for KPMG. He has worked in the Sales and Business Development fields for over 20 years. He has experience delivering change for global organisations across multiple sectors including Pharmaceuticals, Financial Services and Professional Services.

James Bywater, Senior Client Partner for Korn Ferry in EMEA

James is a Business Psychologist and a chartered Fellow of the British Psychological Society. He is a founder Member of the Association of Business Psychologists and the Special Group on Coaching Psychology. James brings expertise in psychological assessment, performance management, competency frameworks and job design. He also has extensive experience of management development, including building leadership frameworks, designing and implementing development centres and assessing / coaching for leaders / high potentials.