Why sales forces are not performing to their potential?

Frontline sales managers drive performance!

Consider the following:

  • The #1 performance factor for sales people is the quality of their manager.
  • The #1 manager activity associated with rep success is coaching. Highly effective sales coaches impact sales performance by as much as 20%!
  • The #1 reason why top performing sales reps leave an organization is their relationship with their manager.

Companies fail to develop their frontline sales managers.

  • Organizations are not investing enough funds to support the growth and development of their frontline sales managers.
  • The next line of sales management is stretched too far and not always qualified to support their sales managers.
  • Frontline sales managers are poorly prepared, overworked and under-supported to perform their jobs well.

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