Most everyone agrees the productivity of their sales team is a reflection of the approach they're led, managed and coached by senior leaders in their department. A recent piece of research proves this as will the plethora of research that hits the desks of sales execs every year.
The Sales Management Study, Edition One, 2009 shows that outside of the power to spot and acquire talent, the method sales groups are led and managed ranks 2 in terms of sales management's impact on sales team productivity. 96% stated these skills had a sturdy to very sturdy impact on sales productivity. The plain follow up is then to ask respondents to rank their own skills or those of the Sales Managers on their team. When complete, only 69% gave a high 2 box score with only fifteen% ranking their leadership and management skills as "extremely strong". The Sales Management Study, separates the "coaching" competency and the early returns indicate but [*fr1] can be within the high 2 box, with the preponderance being "neutral" to "weak".
Add the higher than stats to Bersin's & Assoc. analysis that shows half of U.S. corporations have some type of leadership development programs for their management/exec teams and also the numbers begin to make sense.
I notice it baffling when organizations claim to understand the requirement for development, however do nothing. Assume about the progression:
Organizations expect/needing increases in sales revenue this year
The revenue produced by your sales teams could be a reflection of the method they are led, managed and coached
If production will increase are required, it'd create sense that organizations also need to increase their leadership, management and coaching acumen
Solely fifty% of businesses have plans to enhance how they lead, manage and coach sales teams
Logically then, the organizations that do nothing solely "hope" to improve the productivity of their sales groups since they are not putting resources against what science shows has such a significant impact.
The answer to all or any this...regularly offer the chance for all of your Sales Managers to be told and develop the traits and skills that great leaders, managers and coaches possess. The investment to do therefore doesn't should be exorbitant; there are resources out there that offer this type of programming in perpetuity.
