Unleashing the Power of Frontline Sales Management: Part 2, What “Good” Looks Like

Once executives understand the crucial importance of this position, they begin taking a closer look at their own front-line sales managers. But what does great front-line sales management actually look like? And how do you determine whether your managers are meeting that standard? Companies must examine two levels: organization and individual . While excellent individual managers can be found in nearly every company, high-performing sales management functions – where excellence exists across the entire management tier – consistently get five things right both organizationally and individually.

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Categories - Commercial Effectiveness