Dec 29 2009
Sales’ Weakest Link: Sales Management
Having surveyed approximately 3,000 salespeople and trained over 4,000 sales managers across five countries, Peter Michie has reached a rather alarming conclusion: A large percentage of managers just don’t grasp the fundamental distinction between their current managerial roles and their former sales positions (from which most were promoted).
For some reason, the sales management position is ignored in so many companies. It seems that focusing on helping sales managers to succeed only helps the entire sales team succeed. Isn’t it easier to train and develop this smaller group for the good of the greater group? Who knows - there must be a reason this group gets neglected. Thanks for bringing up the topic.