Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus their responsibilities on selling as opposed to managing their sales teams.
Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Right? Wrong. Research suggests that the average sales leader’s tenure is less than two years, much shorter than the average tenures of most other management positions.
Training has gone through an incredible upheaval over the past two years. When the pandemic started, companies had to adjust quickly and adopt new ways of engaging learners due to travel restrictions and online meeting fatigue.
Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortunately, many managers are promoted from sales positions without the skills to effectively take on these new responsibilities.
Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done.
Targeting and gaining access to key executives is challenging, yet we’ve all been told we need to do it in order to be more strategic and sell larger deals.