Sales Management Association Research Brief: Improving Sales Managers’ Effectiveness

28 July 2008

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Judging sales managers’ effectiveness is not a simple matter. The sales management role – like the sales positions it manages – grows ever more complex, demanding, and diverse. In many firms, sales managers’ responsibilities change more dynamically than any other comparable management position, often in response to urgent realignments of market, growth, or customer priorities. Given these realities, there is no single metric or yardstick by which leadership can gauge the effectiveness of their sales management corps.

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