We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.”

THE SALES FUTURIST ROUNDTABLE: If companies were effectively developing their managers, then: *43% of sales managers do not receive effective training prior to taking up the role.

*1 in 3 sales managers last 3 years or less in the role.

*32% replied that the ongoing training that sales managers receive is “Not Effective” or “Not Very Effective.”

*34% said that sales management is not effective or not very effective at coaching and only 12% are “very effective.” YET this is THE most critical SM skill!

*38% said that sales management is not effective or not very effective at recruitment/onboarding skills and only 6% are “very effective.”

(Sandler research)

CONCLUSION: Most sales managers are not receiving the coaching and development they need, which is one of the main reasons why sales achievement levels continue to plummet. What’s to be done? Hosted by Jonathan Farrington, me and the expert panel of Dave Mattson, George Brontén and Mike Esterday discussed and debated this significant topic.