Please wait while the transcript is being prepared...
0:00
Hello. My name is Ken
Le Meunier-FitzHugh.
In this talk, we'll look at
the challenges in
sales leadership.
0:10
The agenda will look at how
sales leadership is changing
and the management of it,
the challenges in sales
leadership and management,
managing the virtual
selling environment,
recruitment and training, and
of course, some conclusions.
0:29
This section will not consider
the traditional sales
management topics
of territory management,
sales discipline and
negotiation and training.
Instead, it will focus on what
sales leaders need to do
to adapt to the
changing landscape.
Salespeople will
need leadership and
training to develop
their new sales methods
and patterns, and
strike a balance
between virtual and
traditional sales activities.
Sales leaders worldwide
have recognised
that a large part of their
existing sales force require
significant reskilling
and reorganising,
and provide sales training
that will not fall behind.
1:11
The challenges in sales
leadership and management.
The salesperson's
role has changed
significantly over the last
20 years and management
needs to implement the
right tools to enable
these new sales activities
to be developed.
Sales leadership research
has typically taken
a leader-focused approach,
investigating key questions
from top-down perspective,
yet considerable
research outside
the sales area has advocated
a view of leadership that
considers the fact
that employees look
beyond a single designated
individual for leadership.
Sales managers need to be
aware of the changes
taking place in
the competitive landscape
and how this will
affect the type of salespeople
they employ in the future.
