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What's the Payoff for Investing in Your Sales Managers?

(2010年3月15日)

Recently we took a detailed look at how sales managers can impact the results of sales training. We expected to see an effect, but were surprised ourselves to see how much difference sales manager involvement makes. If managers are on board with the initiative and know how to coach, their involvement can increase the impact of training by as much as 24%.

So then we asked ourselves this question: Why are so many dollars spent on training salespeople and so few spent on the development of their managers? Is it because sales executives:

  • Don’t know the impact that managers can have?
  • Are overly optimistic about their managers’ skills?
  • Believe salesperson training shouldn’t need manager support?
  • Don’t think managers will coach their salespeople anyway?
  • Don’t see value in spending money on manager training?

When I hear this last point I am reminded of the phrase, “penny-wise and pound-foolish.” If manager involvement can increase the impact of sales training by 24% or more, doesn’t it make financial sense to invest in the development of sales managers’ skills?

To help our clients see the payoff they could expect from an investment in their sales managers’ development, we created this little ROI Calculator. Click here to access.

Give it a try and tell us what you think:

  • Why does (or doesn’t) your organization invest in sales manager training to support salesperson training?
  • If you do invest in sales manager development, what has been the impact on your organization? Does the ROI Calculator describe the kinds of outcomes you receive?
  • If you aren’t currently investing in sales manager training, what impact has that decision had?
  • What barriers get in the way of training and developing sales managers?
作者介绍
Michael Leimbach

Michael Leimbach

Michael Leimbach博士,担任Wilson Learning全球研究和设计副总裁。Leimbach博士拥有超过25年的专业经验,带领团队进行诊断、学习和绩效提升等方面的研究和设计。他曾带领研究销售、领导力和组织有效性;并制定了Wilson Learning的影响力评估和投资回报模型。Leimbach博士曾为多家全球公司担任研究顾问,曾在ADHR专业杂志担任主辑,并曾在ISO技术委员会TC232担任领导角色 — 制定学习服务供应商的标准。他有四本合著书籍并发表了大量的专业文章,也经常在美国和全球会议中发表演讲。

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