We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.”
THE SALES FUTURIST ROUNDTABLE: If companies were effectively developing their managers, then: *43% of sales managers do not receive effective training prior to taking up the role.
*1 in 3 sales managers last 3 years or less in the role.
*32% replied that the ongoing training that sales managers receive is “Not Effective” or “Not Very Effective.”
*34% said that sales management is not effective or not very effective at coaching and only 12% are “very effective.” YET this is THE most critical SM skill!
*38% said that sales management is not effective or not very effective at recruitment/onboarding skills and only 6% are “very effective.”
(Sandler research)
CONCLUSION:
