Its becoming a more constant refrain from senior sales leaders were focusing our time and efforts on our managers. Its not the current front line sales managers are necessarily bad; it seems weve just ignored them a bit. A host of reasons seem to be driving that refrain competing priorities such as changing go-to-market models, implementation of CRM systems, and sales rep training. This has led us at the SEC to more frequently share our past research on sales manager effectiveness. So if 2013 is the year you are naming the Year of the Manager, what do you need to know?
In studying sales manager effectiveness, we found some critical and downright interesting things.
Source: Sales Executive Council