Sales Management: The Force Behind the Force
Keynote Presentation from SMA's 2011 Conference
Great salespeople are worth their weight in gold, but great managers of salespeople are worth even more. First-line sales managers have the biggest impact on sales productivity because they play an outsized role in determining who sells, how and where they sell, how (and how quickly) they improve, whether the best ones remain and how well they embrace accelerating change (both within and outside their company). To create a winning field sales management team, executives must decide to what(...)
