Organizations are rapidly coming to the same conclusion: sales managers are the key lever in driving improvement in sales. Whether a company targets higher market share, better account penetration, or some important outcome, sales managers are the principal mechanism for success. The key question is, “how do we best equip those all-important sales managers to get the job done?” Well, training is an important enabler to better sales management. In a recent research study examining the sales manager training of 213 firms, Vantage Point and the Sales Management Association shed light on the vital connection between better sales management and better sales results.
A Commitment to Training
First and foremost, organizations must be committed to training sales managers in order to drive better outcomes. In our study, a full 41% of participating companies did not have specific training initiatives aimed at the sales manager population. The companies with such initiatives in place—59%– outperformed the others, by 16%, in achieving their sales objectives. That’s a pretty startling difference. Let’s examine what those high achieving companies are doing and why it works.
What Companies Train
The type of training organizations provide to their sales managers matters. A lot. Unfortunately, about half of … Read the rest