At the risk of alienating some of my regular readers who are sales managers, we are going to talk about ineffective sales management today.
I recently heard another sales consultant speak and he made a great point about sales management. He said,
“A sales manager’s job is not to grow sales. A sales manager’s job is to grow salespeople in quality and quantity.”
I could not agree more.
Unfortunately, there are many CEO’s and business owners who ask the sales manager to both sell and manage. It doesn’t work well. You get a half-time presence in both roles. And there are frankly additional reasons […]