Sales’ Weakest Link: Sales Management

Having surveyed approximately 3,000 salespeople and trained over 4,000 sales managers across five countries, Peter Michie has reached a rather alarming conclusion: A large percentage of managers just don’t grasp the fundamental distinction between their current managerial roles and their former sales positions (from which most were promoted).

Before any sales managers reading this article take offense at the above, he’d ask them to consider the following…

One thought on “Sales’ Weakest Link: Sales Management”

  1. For some reason, the sales management position is ignored in so many companies. It seems that focusing on helping sales managers to succeed only helps the entire sales team succeed. Isn’t it easier to train and develop this smaller group for the good of the greater group? Who knows – there must be a reason this group gets neglected. Thanks for bringing up the topic.

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