Most hiring best practice guides focus entirely on locating, interviewing and onboarding sales reps. Very few focus on onboarding an even more important role: sales management. Sales leaders have a notoriously high turnover rate, and employee turnover is very expensive. That’s why creating a comprehensive onboarding process for sales managers is critical. Of course, your...Read More
A bad sales management hire can cost your company a lot of money. $3.5 million, to be exact. So identifying strong candidates is no trivial task. Many organizations prefer to promote one of their own reps to sales management, keeping the process internal. That makes a lot of sense. Your current sales team already understands...Read More
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...Read More
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...Read More
Sales team management is difficult. So much so that the average tenure of a sales leader is less than two years. A big reason that so many sales leaders struggle is that their organizations promote them from the role of an individual contributor, but then provide no management training. Sales management requires a very different...Read More
Congratulations! You’ve been promoted to sales management. You hold a vital role within your organization, so it’s imperative that you take your new responsibilities very seriously. As Jason Jordan and Michelle Vazzana say in “Cracking the Sales Management Code,” frontline sales management is the most powerful point of leverage in any sales organization. Your first...Read More
This website uses cookies to improve your experience. We'll assume you're ok with this, but you can opt-out if you wish. Cookie settingsACCEPT
Manage consent
Privacy Overview
This website uses cookies to improve your experience while you navigate through the website. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may have an effect on your browsing experience.
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.
Recent Comments