Training Industry Magazine - Sales 2016 - (Page 28)
M
O
D
SALES MANAGEMENT
Sales managers are arguably
the critical success factor in
most sales organizations:
* They drive and motivate their teams.
* They provide direction and coaching
to salespeople and account managers.
* They provide feedback and leading
indicators to the company on both
the team and the market.
* They are a point of leverage: You can
work with a few people to reach many.
Yet sales managers are also a hugely
underdeveloped talent pool in most
28
companies. They are all too often promoted
from the ranks of excellent salespeople
and then left to their own devices. Not
surprisingly, they gravitate back to their
comfort zone by selling, or at best telling
their salespeople what to do.
Sales managers are rarely trained in the
full set of skills they need to drive team
performance. Sales training companies
and internal training departments see sales
managers as a way to embed new sales skills
but also as too diverse, difficult and relatively
unprofitable to train in the unique and varied
Table of Contents for the Digital Edition of Training Industry Magazine - Sales 2016