In order to be sure the principles from our Customized IMPACT Sales Training Programs "stick," we follow the classroom training with a nine-week reinforcement program to coach salespeople. I just wrapped up one of the nine-week programs and it didn't go as well as we'd like. The reason? The group's sales manager didn't play an active role. He always had “other, more important priorities.” He told me he didn’t need to follow-up on his people because “they're professionals that know what to do.” Peter Drucker said
“The productivity of work is not the responsibility of the worker but of the manager.”
Nothing in a sales manager's day is more important than the professional development of their salespeople. That leads to growth for accounts, territories, and entire companies. The moral of the story? Sales Managers: Your sales team will rise to the level of your expectations and coaching. CEO’s & Owners: If your sales team isn’t getting the results you want, take a look at your sales managers. Change your manager and you will change your results.