As your sales managers go, so go your salespeople. Salespeople will generally not do more than sales managers ask them to, and sales managers cannot coach them beyond their own personal capabilities to sell.
The skills and effectiveness of sales management lie in the areas of coaching, motivating, recruiting, and holding salespeople accountable. See below for more information on these 5 critical areas.
You should also know that when sales leadership training and development is provided to your salespeople, your sales managers must be able to coach their salespeople to the new sales process, strategies, skills, and tactics, as well as hold them accountable for change.
From a sales management perspective, growing a sales organization consists of coaching, motivating and recruiting salespeople; while holding them accountable for performing at the highest possible levels of achievement. Together with a sales force development plan, these four sales management competencies form a sales manager’s ability to develop talent. Aside from making sure that the revenue and profit goals are met, talent development is the most desirable outcome.
Another significant challenge facing today’s sales managers is the expansion of the sales force. Unlike days past when the entire sales force met in the office each morning, salespeople are now working remotely. As a result, many sales managers must also meet the challenge of how to work effectively with remote salespeople. In doing so they must be certain that the remote salespeople are focused on the job at hand while providing the necessary sales support for them to perform which is why sales leadership training is so critical.