Sales Executives: Are You Leading Your Team to Defeat?
The sales force is the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with unprecedented change, fiercely competitive environments, and declining sales and profits. As a result, sales executives are tasked with finding ways to maximize the productivity and performance of their sales team.
With so many new apps and technology solutions that claim to improve sales rep productivity, sales executives are hard pressed to look at technology as the solution to performance. I am not adverse to technology solutions. I believe they can enhance performance. The problem is that until sales organizations have solid sales management teams in place, any sales initiative to enhance sales performance is doomed to fail.
It is well recognized that the front line sales manager plays a key role in driving sales performance. Although millions of dollars are spent supporting sales reps with initial training programs, product training, and ongoing skill development, frontline sales managers are not getting the training and development they require to do their jobs effectively. The result is that many organizations are not getting the full potential out of their sales force causing sales and profits to suffer.
Based on my experience as a sales management consultant and executive sales coach working with the top companies, I believe that more can be done and should be done to improve the ongoing development of sales managers.
The STAR Sales Managers Development Survey was developed to understand the priorities of sales leaders in the area of sales manager development. My goal was to benchmark the importance and level of support sales managers are receiving concerning core sales management skills.
The STAR Sales Manager Development Report reveals some shocking insights about how sales organizations are missing one of the biggest opportunities to dramatically impact sales results.
In the survey, we found that only 50% of sales organizations support ongoing training and development of core sales management skills. As the key driver of sales performance, we find it shocking that so many companies are doing nothing to support their sales managers development. I dare ask, is this lack of support of the sales manager dramatically impacting sales performance in those organizations?
In our report, we offer recommendations for sales leaders on how to better support sales manager development. In our opinion, strong sales managers are the greatest source of untapped competitive advantage and have a positive impact on all sales initiatives, sales performance, and the bottom line.
I challenge the 50% of sales leaders who are not investing in the ongoing development of their sales managers to rethink their priorities, NOW, before they end up missing their sales objectives.
If you have any questions or comments on the survey feel free to contact me at:
Steven A. Rosen Tel: (905) 737-4548 or email me @ [email protected]
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