Develop your sales manager effectiveness program to improve efficiency and increase revenue.
You have a lot on your plate when you think about your enablement priorities for this year. Sales enablement teams are being tasked with a broad range of services and responsibilities, yet continue to have to negotiate for the resources they need to accomplish key priorities.
Most enablement teams continue to focus their efforts to improve sales efficiency, increase revenue, and improve forecasting on training and developing their sellers. But what if I were to tell you there was a better, more cost-effective, and more efficient way? I’m talking about establishing a formal sales manager effectiveness program.
Why You Need A Sales Manager Effectiveness Program
A strong management team provides the foundation for improving your sales team’s win rate, engagement, and retention. Sales managers who have been trained to effectively coach and develop their reps, as well as manage their productivity, are most effective at attaining revenue goals, improving sales team productivity, and retaining talented, driven salespeople.
The profitability implications for your organization should not be overlooked nor underestimated. And yet, few enablement organizations currently offer any training for sales managers at all. How could this be!?
How To Create A Sales Manager Effectiveness Program
I believe the core of the answer to this question is that it is a huge undertaking for enablement teams that are already overwhelmed and understaffed. The underlying reasons for this is two-fold. First, there is a lack of clarity around how to create and implement a successful sales manager effectiveness program. Second, there is a lack of commitment to training and developing sales managers.
Sales and enablement teams need to be able to commit and agree to long-term development disciplines and goals to make the program successful. This commitment requires a desire to improve, a dedication to a learning & development culture, and the ability to build collaborative relationships between the enablement and sales functions. Unfortunately, I can not help you with this reason for not developing a sales manager effectiveness program. It’s akin to helping an addict kick their habit—you can’t help them until they are willing to help themselves.
But I can help you with the first reason. Since I know that implementing a formal sales manager effectiveness program can result in a huge win for your sales enablement team, not to mention have a significant financial impact on the overall performance of your company.
That is why I want to show you how to do it. Register now to watch our How To Establish a Sales Manager Effectiveness Program recording, presented as part of BrightTalk’s Sales Training & Leadership Summit. During this training session, I provide the roadmap to building your own successful sales manager effectiveness program.