Author: Stefanie Boyer

ISBN: 979-8-9855412-3-6

Abstract: 

Why do sales managers who have a proven track record as salespeople fail as leaders? Because they don’t know how to train and develop their team members.

Sales managers need to be aware of the most advanced ideas, tools and techniques for training salespeople to anticipate and prepare for change. This book is designed to help managers develop comprehensive training for their teams, and can also be used by salespeople to empower their own development. It addresses common issues and provides a review of the best practices and most relevant research to help sales managers create and implement a comprehensive plan for sales success.

Author Bios: 

Stefanie Boyer, PhD

Dr. Boyer is a sales and marketing professor at Bryant University and cofounder of RNMKRS, a platform for training and assessing sales talent. She loves to help people grow to their potential. Her experience with previous professions, such as firefighting, US Customs, and selling financial services, has led her to a better understanding of how to help herself and others find their voices, build confidence, and make the most out of their lives. She strongly believes in sharing knowledge and does so through her literary publications and speaking engagements. She has been recognized as one of the Forbes Next 1,000 and received the prestigious AMA Sales Educator of the Year Award. Currently, she trains students and provides sales training to organizations that improves process, performance and success of salespeople, managers and organizations.

Andrew Artis, Sr., PhD

Dr. Artis was born in Boise, Idaho, and grew up in a family of entrepreneurs who value the importance of highly effective salespeople. Hence, in both his for-profit and non-profit endeavors, he advocates for professional sales training and practitioner-based sales research. This led him to earn his BS in Business from the University of Idaho, an MBA from Boise State University, and a PhD in Business Administration from the University of Tennessee (Knoxville). He is now an Associate Professor within the School of Marketing & Innovation at the Muma College of Business, University of South Florida (Tampa). Prior to a career in academia, Dr. Artis worked for 20 years in various leadership positions in sales and marketing. His sales-related research focuses on self-directed learning, coaching, and how to create efficient and effective sales control systems.