Publications
Publications
  • May 3, 2023
  • Article
  • TrainingIndustry.com

What Top-Performing Sales Managers Do Differently

By: Mike Schultz and Frank V. Cespedes
  • Format:Electronic
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Abstract

Sales managers hire reps, influence their training, provide (we hope) feedback and so reinforce good selling behaviors, and are key in the execution of growth and change initiatives. In a study of more than 1,000 sales managers and sellers across industries, we found that these managers have an outsized impact on performance, and the people who report to them recognize that. The research analyzed skills and behaviors that are in most sales management job descriptions. This article outlines what top-performing sales managers do in three areas: rhythm (establishing a coaching cadence), roles (making the transition from salesperson to manager), and conversations (how managers discuss opportunities and managing customer interactions).

Keywords

Management Practices and Processes; Sales; Performance Effectiveness

Citation

Schultz, Mike, and Frank V. Cespedes. "What Top-Performing Sales Managers Do Differently." TrainingIndustry.com (May 3, 2023).

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