Many companies spend heavily in sales rep training, but are sometimes disappointed when they see little impact on sales growth. Ironically, lack of results from sales training can often be traced to a lack of sales manager training. New skills or methods that reps pick up from sales training fall by the wayside because untrained sales managers often aren’t effective at holding salespeople accountable for implementation.
Untrained sales managers are prone to a number of problems that can hinder their effectiveness and limit the achievement of their sales teams. Unless they are provided with the knowledge and skills on how to be a sales leader, untrained sales managers may cause the following problems: