Do you believe that the effectiveness of your frontline managers is the key to taking your sales organization’s performance to the next level? More and more, companies are coming to this conclusion. I’m not going to bore you with the data from the recent CSO Insights report: Sales Managers Overwhelmed and Underwhelmed (which you should go read). It makes intuitive sense. The “force multiplier” effect is a common way you will hear it described. We can invest in developing the seller or we can develop the manager who is ultimately responsible for developing their 6-8 sellers, and without whom any investment in the seller gets shall we say…leaky. When we realize that value from our investment in the seller is leaking out if not reinforced by the manager, we also realize that that force multiplication can work positively…or negatively.
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The economics for developing the manager are compelling and if we do nothing, things may actually get worse. Sounds like a problem worth solving!