I’m providing depth and insight to each of Gartner’s four manager profiles. Start here to learn why this research suggests an evolution in our approach to employee development. The last manager profile I’m covering has been mentioned throughout our dialogue in this series. In fact, if you’re familiar with our product or resources, you already…
I’m providing depth and insight to each of Gartner’s four manager profiles. Start here to learn why this research suggests an evolution in our approach to employee development. Who is the Cheerleader Manager? Alongside the Teacher Manager in the middle of the pack stands the Cheerleader Manager. On its face, the Cheerleader Manager is…
I’m providing depth and insight to each of Gartner’s four manager profiles. Start here to learn why this research suggests an evolution in our approach to employee development. Who is the Teacher Manager? Teacher and Cheerleader Managers stand in the middle of the profile pack, making up half of managers today. These manager types…
I’m providing depth and insight to each of Gartner’s four manager profiles. Start here to learn why this research suggests an evolution in our approach to employee development. I’d like to start with the manager who causes the most strain on the individual seller and the team and actually degrades seller performance by 8%, on…
New realities have brought new urgency to seller skill development, and increasingly, it all comes down to managers. Recent research by Gartner suggests that an evolution in the way we see the frontline sales manager role is in order. Gartner identified four manager profiles, or ways in which managers approach employee development. Gartner’s Four Sales…
Having been a frontline sales manager at Gartner years ago, this article is written to all of those currently in the role and hopefully reflects the sentiment and experience from all 2nd, 3rd, and beyond-line managers. Let me get right to the point, while most frontline sales managers may academically know the difference between…
Fundamental #5 – Align and Contribute to Company Goals, is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager, offering depth around what each means to me. Catch up on posts 1, 2, 3 and 4. A…
Fundamental #4 – Reconciles Prior Commits, Tracks and Measures Progress, is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager, offering depth around what each means to me. Catch up on posts 1, 2, and 3. As…
Fundamental #3 – Practices Guiding versus Telling, is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager, offering depth around what each means to me. Catch up here and here. Be it a deal or an opinion,…
Fundamental #2 – Understands the key behaviors to successful selling and how to coach others, is part of our series, The Making of a Highly Effective Sales Manager I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager, offering depth around what each means to me. You can catch up…