Transitions for Sales Leaders

"Sales managers are more critical to sales effectiveness than any other element but many organizations invest huge sums of money on skill development of their salespeople, but invest relatively little in their sales managers."

A recent research report from Forum Corp. found that many salespeople are disconnected from their organizations' sales strategies and their managers often lack the leadership skills necessary to help them succeed. According to the report, the respondents' average rating of their managers' "overall effectiveness" was 6.3 out of 10. In other words, most of the respondents would give their managers a "D" in terms of helping them sell.