Best Practice Report

Sales Management: Structuring Manager/Rep Interactions

January 1st, 2018

Summary

Periodic meetings between sales managers and reps that deliver insight and coaching are critical to effective sales management. Adherence to a standard meeting calendar and format drives productive interactions between managers and reps. Following a prescribed sales management cadence shortens meeting preparation time and increases the focus on critical information.

Want to read the full report?

This report is available for individual purchase ($1495).

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.