Are Your Sales Managers Adding Value? | Sales Management Development | Wilson Learning Worldwide
 

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Are your sales managers adding value?

(Avril 25, 2013)

Multiple studies have shown that effective sales management has a significant impact on sales results. Yet despite this, most organisations still find their sales managers among the ranks of top sales performers and promote them to a leadership role without training them on how to add value to sales performance.

Without sufficient leadership development, most managers see their job as hiring and then keeping strong sales performers and managing sales activities (number calls, proposals, wins etc.). The result is salespeople who are quick to move when a higher-paying opportunity comes along, who are more loyal to their customers than to their employer, and who feel isolated and unsupported. In fact, in a recent study by Krauthammer International 52% of salespeople reported not having had a performance review in over six months.

Today, sales managers must play a vital role in creating sales effectiveness. Research shows that sales managers who engage their salespeople, coach effectively and lead through a systematic sales process have higher win/loss ratios, higher revenue and lower salesperson turnover.

  • Wilson Learning’s own research shows that you can increase sales performance by up to 43% through effective manager coaching.
  • Research by SCO Insights and Aberdeen shows that you dramatically increase the use of CRM systems and the sales process when managers are actively engaged.
  • Effective sales managers manage the links across “silos” in their organisation, making sure that others see their job as “sales enablement” and not “sales prevention.”

Read more about how managers can add value to your sales force.

About the Author
Michael Leimbach

Michael Leimbach

Michael Leimbach, Ph.D., est Vice President of Global Research and Design chez Wilson Learning Worldwide. Avec plus de 25 ans d’expérience à son actif, Dr. Leimbach dirige la recherche et la conception des outils de diagnostic, d’apprentissage et d’amélioration de la performance de Wilson Learning. Dr. Leimbach a effectué des travaux de recherche importants dans les domaines de la vente, du leadership et de l’efficacité organisationnelle, et a développé les modèles de retour sur investissement et d’évaluation d’impact. Dr. Leimbach a également agi en tant que consultant auprès de nombreuses organisations clientes internationales, est membre du comité de rédaction de la revue professionnelle ADHR, et occupe un rôle de leadership au sein du comité technique ISO TC232: Standards for Learning Service Providers. Dr. Leimbach est co-auteur de quatre ouvrages, a publié de nombreux articles professionnels et intervient fréquemment lors de conférences nationales et internationales.

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