The Definition of Sales Management – What’s Missing

The state of sales management in many companies is disturbing. Consider these stats from our Top-Performing Sales Organization study:

66% of companies do not believe their sales managers have the skills needed to manage and coach sellers.

Elite performers are 2.4x more likely to agree that sales managers and leaders are effective at maximizing selling energy.

71% of companies do not believe people in selling roles manage their time and day effectively.

Almost 7 out every 10 sales managers do not have the skills they need to do their jobs effectively! Astounding. It’s certainly understandable, though. Sales managers are directed, by the very definition of sales management, down the wrong path.

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