I am constantly appalled at the lack of effective sales management in companies these days. Not a week goes by in which I don’t see a company make the mistake of focusing exclusively on salespeople in trying to improve sales performance.
Experience has shown that sales managers are even more critical than sales people for creating durable performance change. Really proficient sales supervision can do wonders to improve the skills, strategies and competencies of average salespeople.
Myth: The best sales person makes the best sales manager.
Fact: Selling and managing are two very different positions with different demands and expectations.
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