Categories: Front-line Managers | Sales Leadership | Sales Productivity
How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.
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Categories: Front-line Managers | Sales Leadership | Sales Transformation
Lots of companies seem to forget that when you put the word "manager" behind a sales title, you’re asking folks to become a developer of people. Many times, companies don’t actually put the right processes and tools in place to help front-line sales managers drive success for their teams.
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Categories: Front-line Managers | Sales Conversation
If your growth model has you moving from a point solution to a platform solution, it's likely you are assessing how well your sales organization is enabled to execute this new type of sale. It's a trend we see frequently with the high-tech companies with which we work. The decision to create and sell a broader solution has its benefits, but without enabling your sales teams to sell that new functionality, the decision will never realize its potential. Don't simply train your sales teams on the features and functions of your platform, rather equip them with how to sell the value of the holistic solution broader and deeper in the prospect organizations. It's about articulating value and differentiation, but it's also necessary to define the sales process and qualification method that will enable your reps to effectively maneuver through more complex sales.
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Categories: Adoption and Reinforcement | Front-line Managers
Let’s face it, the role of the front-line manager is not easy. They are responsible for salespeople, managing pipeline, interacting with other departments and ensuring that both they and their team are delivering on the expected results. It can be a lot to handle. When it comes to accelerating adoption of a sales initiative, one of the most important roles the front-line managers plays is to reinforce training concepts and skills in a seller's day-to-day activities. The front-line manager is a sales leader's "boots on the ground", helping to facilitate, inspire, coach and provide reinforcement.
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Categories: Front-line Managers
This blog contains content from Chapter 1 of our eBook - Coaching the Coaches: Five Lessons for Training Front-Line Sales Managers. Start from the beginning here. "Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others.” – Jack Welch There’s no harder job in an organization than front-line sales manager, and that’s saying a lot, because there are a lot of hard jobs. In most sales organizations, great performance as a rock star seller correlates with future promotion to a sales management position. But unfortunately, here's how that scenario often plays out in sales.
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Categories: Front-line Managers
This blog contains content from Chapter 2 of our eBook - Coaching the Coaches: Five Lessons for Training Front-Line Sales Managers. Start from the beginning here. “Train people well enough so they can leave, treat them well enough so they don't want to.” – Richard Branson The average tenure for a front-line sales manager is 18 - 24 months. Sales managers might have been rock star sellers, but leading is a whole different ballgame. Sales managers are not necessarily natural born leaders. They become leaders. Not by accident or luck, and not because they were good sellers.
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