sales management role
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New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?
- November 7, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Instead of spending their time on coaching, sales managers are spending too much of their time on personal sales. Sales managers with fewer than 5 salespeople may be required to carry a quota but generally speaking, sales managers are expected to spend no more than 5% of their time selling. OMG’s data shows that the percentage of time that sales managers sell is closer to 13%.
Why do they sell instead of having more coaching conversations? There are several reasons:
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Glue – The Missing Element That Makes Every Sales Training Initiative Successful
- February 26, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I find that even the most seasoned and resistant of salespeople get to this point: When they realize how much more there is to selling, how much more effective they can be, how much more business they could generate, how they don’t need to have the best price, and how much easier selling can be, they become eager learners. That brings us to the question to be answered in today’s article: If most salespeople become eager learners and embrace good sales training, why don’t all companies experience equally tremendous revenue growth from sales training?
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Why So Many Sales Managers are So Bad
- July 25, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!