Sales Manager Coach Thyself: The Development Strategy That Dooms Sales Forces to Fail

Cindy Reid

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In recent years, the front-line sales manager has come into focus as a key point of leverage in the sales force. In particular, organizations are trying to improve their sales managers’ ability to coach their reps to higher performance. But what about sales managers themselves - who is coaching them? Are they expected to elevate their own performance through some hidden, inherent self-improvement mechanism? Hmm. In this Sales Management Association webcast we explore the best approaches for developing managers into coaches, preparing managers to develop salespeople, and implementing sales development programs for the management assets most responsible for sales force success.

Speaker: Michelle Vazzana, Vice President, Vantage Point Performance