February 22, 2017
Managing sales teams is very different than being a salesperson. And yet, high-performing sellers are often promoted to management roles with little or no leadership training. This creates a problem: Because they’ve never been trained on teaching people how to sell, many sales managers end up just selling. According to a study of global B2B...
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Can you think of any profession other than sales management that provides so little training to such an important role in an organization? Sandler Training President and CEO Dave Mattson told us this is one of the major issues in modern sales management: People are thrown into the job with no real training. “Think about...
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