Strong Sales Managers never seems to quench their thirst for learning, for they understand their sales team, as well as their customers, will only learn and grow as much as their own ability to lead and coach them. Poor leaders and coaches limit the development and productivity of their teams, while the antithesis is true of great leaders and coaches.
In business, athletics or any achievement driven endeavor, it’s plainly evident great coaches and leaders get exceptional results from their teams. Yet, in spite of all we know, not enough emphasis is placed upon improving the skills that are critical to leadership and coaching success. According to the latest research from Bersin and Associates, “Organizations that implement strategic, four-level leadership development programs are simply better companies. They deliver markedly greater financial returns, they adapt more rapidly to business change, and they endure tumultuous business cycles.” Bersin also reports that only 37% of respondents rate the leadership capabilities of their top executives as “excellent”.
Are sales departments that leadership starved?
When looking at those in a sales management role, the Sales Management Study 2009, research shows only 15% of our respondent’s rate their leadership and management skills or those of their Sales Managers as “extremely strong”. We are evaluating coaching skills in our current research, and early returns don’t appear to show markedly different numbers. Continue reading ‘Is Your Sales Department Leadership Starved?’ »