Sales managers are the most important people on your sales team
They’re responsible for hiring the right people, making accurate sales forecasts, coaching middle performers to close more deals, and leading their teams to higher performance.
They directly impact your company’s ability to increase revenue and post consistent profits.
As markets become more competitive and sales cycles lengthen, having skilled, effective sales managers is more important than ever before.
Though your managers are experienced, you've noticed that they aren't effective sales coaches
It’s not their fault. Research from SRG and Selling Power Magazine shows that 73% of sales managers don’t get the training they need to coach a high-performing sales team. So, even though they may have been great sales reps, they never learned how to become high-impact sales managers.
That’s because skills unique to the sales manager role get left out of more generic training programs.
This is what happens in most sales organizations:
Sales managers typically attend sales training with their teams (a good thing) plus some generic leadership training (also a good thing).
So, they’re getting solid training in some areas, just not the specific skills they need to lead a sales team and drive top-line results.