Sales Manager Training: Three Expert Opinions, Part 3

Loren Waldo
Senior Manager, Sales Development
Gulfstream
This is the third and final post in a three-part series where we state our case for focused sales management training. While it’s one thing for us to say it, it’s another for sales executives from major global companies to provide the proof! Three sales leaders have shared their stories about why they chose to train their sales managers, what they got in return, and why they elected Vantage Point as their partner.  You can read part one here, and part two here.
Loren Waldo is Senior Manager, Sales Development at Gulfstream Aerospace Corporation. Gulfstream is an American wholly owned subsidiary of General Dynamics. The company designs, develops, manufactures, markets, and services business jet aircraft and has produced more than 2,000 aircraft since 1958.
Why train your sales managers rather than your salespeople?
Waldo: We recognized a need to challenge the traditional method of hiring the best-performing sales rep and then