3 Reasons to invest in sales management training
If you want to thrive in difficult times here are 3 reasons why you should invest in sales management training.
By on Jul 31, 2009
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 companys 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 CEOs 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.
Steven Rosen, MBA is a sales management expert who helps companies transforms sales managers into great sales coaches. Stevens works with sales executives to; hire top performing sales reps and managers, develop their team into top sales managers and achieve greater personal and professional success.
He is the CEO of STAR Results, author of many articles in the areas of sales management coaching and sales management training. He is a member of Top Sales Experts. Stevens mission is to inspire sales leaders, managers and sales people to achieve their full potential. He can be reached at steven@starresults.com or 905-737-4548.