Developing Great Frontline Sales Managers

Wednesday, October 2, 2013 12:00pm - 1:00pm EDT  
Host: Association for Talent Development
By: Norman Behar, Managing Director and CEO, Sales Readiness Group and Ray Makela, Managing Director, Sales Readiness Group

Ask any sales manager and they will tell you that managing a sales team is one of the most challenging positions in your company. It is also one of the most important. Research has consistently demonstrated that great frontline sales managers have a significant impact on overall sales performance.

Unfortunately, most frontline sales managers are promoted from the field and have little, if any, management experience. So how can you ensure that your sales organization consistently develops high-performing frontline sales managers who produce results? 

Join Norman Behar and Ray Makela of Sales Readiness Group on Wednesday, October 2, 2013 at 2:00 p.m. EDT (11:00 a.m. PDT) as they share best practices and strategies for developing your frontline sales managers. 

In this highly engaging webinar, you will learn how to:

• Transition your star sales reps into great sales managers.
• Identify unique challenges facing sales managers.
• Recognize key sales management skills and behaviors.
• Apply four critical management abilities to improve sales performance.
• Implement an effective development program.



Webinar Recording

Webinar Resources

If you cannot view the YouTube video above click here to view the webcast recording directly on Webex



Norman Behar
Norman Behar

Managing Director and CEO, Sales Readiness Group

Norman Behar is a proven sales leader with over 20 years of CEO, COO and senior sales management experience. Prior to co-founding Sales Readiness Group, Norman served as a Managing Partner at Linear Partners, a boutique sales consulting firm focused on providing sales effectiveness solutions to venture backed and emerging growth companies. In the past, Norman also served as President and CEO of Catapult, Inc., a leading provider of personal computer training services, where he oversaw the Company’s operations and managed its growth and expansion into more than 20 major markets across the United States. Under Norman’s leadership, revenues increased significantly and the company was sold to IBM. Earlier in his career, Norman was Senior Vice President of Corporate and Government Sales with Egghead Software. As founder of this business unit of Egghead Software, Norman built and managed a national direct sales organization responsible for over $300 million in annual revenues. Norman received his B.A. from the University of Washington, where he graduated Summa Cum Laude.

Ray Makela
Ray Makela

Managing Director, Sales Readiness Group

Ray Makela is a proven business and sales leader with over 20 years of management, consulting, and sales experience. Prior to joining SRG, Ray served as Chief Customer Officer (CCO) at Codesic Consulting where he was responsible for business development, managing customer relationships, and the development and implementation of Codesic's sales training initiatives. Previously, Ray held management positions at Accenture and Claremont Technology Group were he was a management consultant and trainer in the Change Management practice. Ray also served as an officer in the United States Navy and an assistant Professor of Naval Science at University of Southern California. Ray earned his B.A in Speech Communications from the University of Washington and an M.P.A. in Public Administration and Information Systems Management from the University of Southern California.


  • Sales Readiness Group