Frontline Sales Managers – those who directly manage quota carrying individual contributors – are the lynchpin of sales performance. Applied research shows that companies who invest in improving the effectiveness of their managers are seeing rapid and significant improvements in their teams’ results.
When a VantagePoint Performance client adopts Sales Agility Code, there is an important role for Sales Managers in the coaching, support and adoption of the training.
Sales Managers can play an important role in coaching on specific deals and accounts, by reinforcing the application of what was learned about selling situations and different, effective approaches for each situation. Sales Managers can also help a Sales Person identify and focus on High Impact Activities that implement the different approaches. For example, if one approach involves the re-framing of the perceived problem that motivates the Seller, the Manager can help identify and coach the specific actions that are the company’s Best Practice in re-framing buyer problems.
By understanding the different types of management approaches that are active in the field, where these different approaches get results and where they do not, companies will be armed with the critical insights they need to drive improved, more agile performance from the most powerful tool in their arsenal: the front-line sales manager.