Webvent Academy

Bringing Professionals Together

Why the Most Important Member of Your Sales Team Is the One You’re Not Coaching

Wednesday, November 16, 2016 2:00pm - 3:00pm EST  
Host: Association for Talent Development
By: Lisa Clark, Vice President—Marketing and Business Development, Qstream

Sales training and development is a critical component of any sales enablement plan. However, for many companies, one important segment of their team is being left behind: sales managers.

According to new research conducted with the Sales Management Association, companies are twice as likely to focus onboarding and other developmental programs exclusively on their reps, essentially leaving their managers to rely on tenure and personal experience alone.

This is an unfortunate mistake, and one that can cost your company. Similar research has shown that the more organizations spend on sales management training, the more likely they are to achieve their revenue goals.

In this webcast, we’ll discuss:

  • the trickle-down effect of increasing investments in sales manager coaching and development
  • the emerging role of field sales coaches and their potential impact
  • how to deliver the data and insights your managers need to be great coaches
  • new methods for measuring ongoing coaching activity and effectiveness.


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Lisa Clark
Lisa Clark

Vice President—Marketing and Business Development, Qstream

Lisa is focused on establishing Qstream’s award-winning sales performance platform in fast-growth market sectors worldwide. She has 20 years of experience building high-value software companies, brands, and market share. Prior to Qstream, she led marketing for several successful early-stage startups, including Avid Technology and Centra Software, and was responsible for successful repositioning, product launches, and pipeline growth at Bottomline Technologies and The FeedRoom. She holds a journalism degree from American University in Washington, D.C., and a master’s in business communication from Simmons College in Boston.


  • Qstream

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