The team is settling down after all the meetings, product announcements and adjustments. You’ve got reps and managers sorted out and in place. Now it’s all on the sales team to hit targets and bring in the quarter.
Actually, it’s all on your sales managers who own the number, some carrying bags while leading the field troops, others in roles of mentor and driver. Either way, the job is tough, relentless, and the stakes are high. So why is there very little training for first-line sales managers? It’s already a difficult and important job, yet we often throw our most promising players out there to sink or swim.
There are 4 Core Areas of Competency required for effective Sales Management:
1. Building Process and Sales Culture
2. Driving Goals and Accurate Forecasting
3. Hiring Winners and Building Team
4. Deal Coaching and Mentoring Skills
How well trained are your sales managers?