Sales and Sales Management Blog

March 11, 2011

The Changing Face of Professional Sales Leadership: A Roundtable Debate Wednesday, March 16

Filed under: Uncategorized — Paul McCord @ 9:30 am

Wednesday March 16th 2011 12 noon EST/5PM GMT


Recently published research suggests that the average tenure of a sales manager is now just eighteen months! These are pretty alarming findings, and during the course of this sixty minute debate, we not only intend to discover the facts underpinning these results, but also discuss how management is changing.

For example, we know that the role of a sales leader is to translate the organisation’s vision, mission, and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved, then the Sales Leader will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one

We also understand that for a group of people to remain “consciously competent” at optimum performance levels, they require frequent injections of stimulation, motivational guidance and prompting, otherwise they can easily lapse into” unconsciously competent”, or worse “unconsciously incompetent” After all, the primary objective of a professional Sales Manager has to be: “To achieve consistently superior results, through the performance of every key individual.”

Today, more and more organizations are waking up to the value of building a strong coaching culture. Analogies to athletic coaching are common, but especially apt. Training alone does not guarantee that a great athlete will deliver a gold medal-winning performance.

Equally, top sales professionals need expert coaching support from their managers to stay at the top of their game. Whether coaching is delivered face-to-face, on the telephone, or via e-mail, those organizations that have a strong coaching culture attract and retain the best salespeople.

Management and particularly sales management, operates on, and obtains its results from the staff that are managed, this is precisely why the sales leader’s role is evolving – in fact, it is becoming crucial to the success or failure of most commercial organizations.

Join six of the foremost sales leadership experts on the planet for this Top Sales Big Debate.

Wednesday March 16th

Time: 12 noon Eastern

  • Linda Richardson is the Founder and Chairman of Richardson, a global sales training business. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”
  • Jonathan Farrington – is a globally recognized business coach, mentor, author, and consultant. He is Chairman of The JF Corporation and CEO of Top Sales Associates, the creator and CEO of Top Sales World and the man behind the Annual Top Sales Awards
  • Dave Brock works with organizations to help them achieve the highest levels of performance excellence. He is the founder and CEO of Partners in EXCELLENCE, a leading business consulting company. He has held executive roles in IBM, Tektronix, and other large technology companies and he is an investor, advisor, and director of several high technology start-up companies.
  • Paul McCord – is the president of McCord Training, author of the Amazon and Barnes and Noble best-selling book on referral generation, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2008), and SuperStar Selling: 12 Keys to Becoming a Sales SuperStar, not forgetting Bust Your Slump, which he released last year.
  • Steven Rosen is the founder of STAR Results. STAR Results is a sales leadership consulting, training and coaching organization dedicated to leadership development in the Pharmaceutical industry. Steven works with sales executives to; hire top performing sales reps, develop a team of top sales managers and achieve greater personal and professional success.
  • Ken Thoreson brings more than 25 years of experience in sales leadership and management to clients. The sales management thought leader shares his proven abilities in developing and implementing creative sales management strategies through frequent editorial contributions and speaking engagements about effective sales leadership and sales management

Register HERE


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