Sales Leadership Blog

The Costly Impact of Untrained Sales Managers

According to the Sales Management Association’s March 2016 Research Report titled “Sales Manager Training,” 41% of companies participating in the survey had allocated zero budget for sales manager training. And of the 59% who did have a budget, half of those companies were delivering only generic management training—nothing specific to leading a sales team.

By |2017-12-26T14:53:07-08:00October 12th, 2017|Sales Leadership Blog|0 Comments

Sales Managers Need to Stop Solving Their Reps’ Problems

A sales director contacted me to talk about an issue he’d noticed with his sales managers. “I was sorting my emails one morning and I saw that all the ones about problems with our accounts were originating from the sales managers not the reps. It was the managers who were taking action to resolve account problems. It’s like they owned the account, not the reps. That seemed backwards to me.”

By |2017-12-26T15:12:20-08:00October 11th, 2017|Sales Leadership Blog|0 Comments