Global Provider of Leadership Development, Team Effectiveness and Employee Engagement Solutions
To Build a Great Sales Team, You Need a Great Manager
(Remember – Employees join organizations but leave managers)
Let’s take the time to think on this ….If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose?
Many choose the excellent salespeople:
Maybe you’d choose the excellent manager:
I think we can agree the best sales forces have both excellent salespeople and excellent managers. I’ve seen an excellent sales team win sales and make goal, regardless of whom the manager is. But the success of that team is short-lived. Eventually, an average manager will bring all of the salespeople that he manages down to his level.
On the other hand, an excellent manager will bring excellence to all. Even the average people they inherit. They will coach & motivate & replace salespeople until the team is excellent.
In our experience, companies that have winning sales forces start with excellent managers. Most sales organizations focus considerable energy to build excellent salespeople, yet regrettably, focus too little attention on building the management team, which is truly “the sustainable force behind the sales force.”
If you need development of Great Managers please call @ 813-956-3445