There’s a lot of talk about sales enablement these days, but something critical is missing from the conversation, says sales coach Dave Brock: sales management enablement.
It’s the frontline sales manager’s job to maximize the performance of everyone on their team, but the majority of sales enablement software and other tools focus on salespeople, Brock states.
“What are we doing to help sales managers learn, grow, and maximize their own performance? If we don’t invest in helping and enabling sales managers, the investments we make in enabling our salespeople will never achieve their full potential.”
In a recent roundtable Brock held with sales managers from a number of companies, he says less than 20 percent reported having any training or coaching from their own managers. It’s not enough to put sales managers through the same training the rest of a sales team receives. They must be shown how to help the salespeople they supervise — how to recruit the right people, as well as how to spot and address performance issues early.
Brock, author of “Sales Manager Survival Guide,” blogs at PartnersInExcellenceblog.com.
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