Building Sales Manager Bench Strength

Lindsey Nelson, Dan Strunk, Kurt Theriault

 

Though most firms acknowledge first-line sales managers’ critical role, few organizations react quickly enough in responding to sales manager turnover. Vacant manager positions have an outsized impact on sales performance, since an entire sales team may be adversely affected. By developing sales manager “bench strength,” firms can more quickly react to manager turnover, and speed new manager ramp-up.

 

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