Best Practice Report

Enabling The Roles Of First-Line Managers

January 1st, 2018


First-line sales managers probably feel like second-class citizens when it comes to sales enablement efforts: While their reps get all the enablement goodies, they end up unappreciated and overlooked. First-Line Managers: The Front Line Of Sales Success outlined six roles that sales managers must master to be effective. This report explains how enablement efforts can help first-line managers succeed in each of these roles and outlines specific learning strategies to apply.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.