If you want to thrive in difficult times here are 3 reasons why you should invest in sales management training. Your sales force is your company's most expensive promotional resource. Yet too many sales organizations operate well below their potential. Your front line sales managers are the people who can unlock the potential in your sales organization:
1) The #1 performance factor for sales people is the quality of their manager. A high quality manger has far greater impact than skills training or compensation according to CEO's across the globe.
•2) The #1 manager activity associated with rep success is coaching. Coaching is the single most impactful activity that front lines sales managers perform. Studies show that effectual coaching can impact sales performance by as much as 20%!
•3) The #1 reason why top performing sales reps leaves an organization is their relationship with their manger. Great front line sales managers do a far better job retaining top performing sales people.