Developing Sales Managers

Large firms replace one out of six sales managers each year. Some “buy” management talent through outside hires, but most firms put more value on a “build” strategy for manager staffing, one that promotes salespeople into management roles. Replacing lost sales managers and developing new ones is a costly and vexing challenge for firms, and most woefully underinvest in the effort.

This session examines how high performing firms address the challenge of developing management talent from within the sales force. Presenters identify emerging competencies important to cultivate in new managers, and make the case for investing in sales management competencies throughout the organization.

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