Webvent Academy

Bringing Professionals Together

Are You Training Sales Managers for the Right Skills?

Tuesday, March 11, 2014 12:00pm - 1:00pm EDT  
Host: Association for Talent Development
By: Ken Phillips, Founder and CEO, Phillips Associates and ---anonymized--- ---anonymized---, ---anonymized---, ---anonymized---

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Sales managers have always worn too many hats, and that level of responsibility is only increasing. Still the question remains—is their development keeping up?

To keep up, many sales organizations are turning to surveys to capture important sales manager performance data. Unfortunately survey design is not something sales professionals know much about. The result is that many sales surveys produce faulty data that lead to bad decisions.

In this highly interactive session, you will:

  • Examine how the role of sales manager has changed.
  • Learn why assessments are an effective method for developing sales manager performance.
  • Analyze the common mistakes made when creating sales manager assessments.


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Ken Phillips
Ken Phillips

Founder and CEO, Phillips Associates

Ken is founder and CEO of Phillips Associates, a consulting and publishing company with expertise in measurement and evaluation of learning, performance management, and sales performance. He has more than 30 years of experience designing learning instruments and assessments and has authored more than a dozen published learning instruments. He regularly speaks to university classes and ASTD groups, including the ASTD International Conference & EXPO. Ken also developed the competency-based Sales Manager Skills Assessment for The Art of Modern Sales Management (ASTD, 2014). Prior to pursuing a Ph.D. in the combined fields of organization behavior and educational administration at Northwestern University, Ken held management positions with two colleges and two national corporations.

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Renie McClay, MA, CPLP, has been successful in sales, management, and learning and performance roles at several Fortune 500 companies (Kraft, Pactiv, and Novartis). As founder of Inspired Learning LLC, she continues to bring her passion and practical approach to all project work. Inspired Learning LLC manages performance solutions, including the design and delivery of energetic programs and projects around the world. She is the author of six books designed to improve the effectiveness of teams and sales, as well as add interaction and engagement to training for local and global audiences. Among her books is The Art of Modern Sales Management (ASTD, 2014). She speaks at conferences like ASTD’s International Conference & Exposition, SMT: Center for Sales Excellence, and regional ASTD Chapter conferences. She has been invited to facilitate workshops for audiences in North America, Europe, Africa, Latin America, Asia, and Australia—both in person and virtually. She is a certified online instructor and facilitates online and in person for Roosevelt University and Concordia University. She is an honoree for the International Business Awards and The Stevie Awards for Women. Renie is a Certified Professional of Learning and Performance (CPLP) and has a master’s degree in global talent development from DePaul University.