Unleashing the Power of Frontline Sales Management: Part 3 – Institutionalizing Sales Management
In this third and final article in the series Brad Wilsted explores the larger question CEOs and sales leaders must tackle: How do we create a high-performing sales management function that consistently drives superior top-line performance? While high-performing individual sales managers can move the revenue needle for a single team, a high-performing sales management function, in which every manager is consistently delivering excellent performance, can shift the revenue growth trajectory for the entire company. Seven actions to create a high-performing function are discussed.
The complete article can be read here.