The 5 most important core competencies of sales management are coaching, motivating, development, recruiting, and accountability. When sales management is ineffective, the problem is often that managers either lack the skills to perform these 5 functions effectively, or they haven’t learned to use their skills in an effective manner.
In addition to the 5 core competencies above, sales managers must be skilled in additional competencies that could have positive or negative effects on their salespeople.
There are scenarios where the salespeople are so ineffective and cast in the wrong role that the best sales managers on the planet won’t succeed at coaching those salespeople up.
We can identify the impact your sales manager(s) are having on their salespeople and explain how to improve their effectiveness.