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Recording Details


The Sales Managers First 90 Days Playbook:

Post-Training Salesperson Development



Michael Leimbach, Ph.D., Vice President, Global Research and Development, Wilson Learning Worldwide

David Yesford, Sr. Vice President, Wilson Learning Worldwide



Recorded: Thursday, September 11, 2014

(60-Minute Session)






Session Description

Research indicates that sales managers have the single biggest impact on the use of new skills to drive salesperson effectiveness. Unfortunately, the majority of sales managers feels ill-prepared to coach and support salespeople on the skills they learn in sales training efforts. This webcast will show how our best practices for the first 90 days after sales training as a critical period to translating new sales skills into sales performance. During this session, you will learn about our process of supporting learning transfer and be able to audit your own sales coaching efforts against this learning transfer approach.


During this webcast, you will:


  • Examine the sales manager's role in supporting learning transfer and the challenges they face
  • Understand our best practice process for increasing manager involvement in the first 90 days after salesperson training
  • Gain insight into the effectiveness of your own efforts to support manager involvement


About Michael Leimbach, Ph.D.  

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide. With over 25 years in the field, Michael provides leadership for researching and designing Wilson Learning's diagnostic, learning, and performance improvement capabilities. Dr. Leimbach has managed major research studies in sales, leadership, and organizational effectiveness. He has developed Wilson Learning's Impact Evaluation capability and return on investment models. Michael has served as a research consultant for a wide variety of global client organizations, is on the editorial board for the ADHR professional journal, and serves in a leadership role for the ISO technical committee TC232: Standards for Learning Service Providers. Michael has co-authored four books, has published numerous professional articles, and is a frequent speaker at national and global conferences.


About David Yesford

David Yesford, is Senior Vice President of Global Marketing and Support for Wilson Learning Worldwide. With over 27 years of experience developing and implementing human performance solutions around the world, David brings valuable experience, strategic direction, and global perspective. Over the years, David has held strategic roles in Wilson Learning's core content areas of Sales and Leadership, as well as eLearning and Strategic Consulting. David is the contributing author of several books including Win-Win Selling, Versatile Selling, and The Social Styles Handbook. He is a frequent international speaker who provides insight on a variety of issues, including sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation. He is published in numerous business publications in the United States, Europe, Latin America, and Asia-Pacific.




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