If you’re leading a large sales organization, you’ll have several types of sales managers working for you. Your product line sales manager oversees how well a specific brand is doing and usually tracks advertising, profit and feature changes. Your field sales managers recruit, train and develop the reps that they oversee. And you may also have another level of management, known as divisional or district sales reps.

What I’ve just described are some of the sales management roles in an organization. Each person in a sales management role also brings their unique behavioral or workplace tendencies to the organization. As these managers interact with their team members, they should be actively helping them increase sales and improve their skills.

Sales Manager Training

Most reps are not able to improve on their own. Their ability to measurably change their specific sales skills often depends on the type of sales manager they report to.

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