Your sales force is your company’s most expensive promotional resource. Yet too many sales organizations operate well below their potential.
If you want to thrive in difficult times here are 3 reasons why your front line sales managers are key to unlocking 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 CEO’s 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.
What are you doing for your front line sales managers in 2009?
Inspiring Success,
Steven
Great post Steven… Most organizations fail to train their sales reps properly, but there is even less training for sales managers. I think the assumption is we already “get it” or we would not have gotten promoted. The fact is even top sales managers have a need to be developed… how else will they get better?