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For sustainable performance do you build a Great Sales Team or develop Great Managers?

For sustainable performance do you build a Great Sales Team or develop Great Managers?

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:

  • “It’s salespeople who create and keep customer relationships that drive sales.”
  • “Replacing one average manager is easier than replacing a whole team of salespeople.”
  • “Excellent salespeople don’t need managing.”

Maybe you’d choose the excellent manager:

  • Excellent managers consistently recruit the best sales talent, they take the time up front to get the right talent rather than on the back end when they realize they’d made a hiring error.
  • Excellent managers focus on a sales person’s unique Strengths & develop them. Average mangers try to “change people” and make them what they think they should be.
  • Excellent managers inspire & motivate each person. They take the time to connect, communicate and listen. Average managers – one size fits all and do most of the talking.

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 contact us.