Direct Sales Managers
Success of any sales organization depends much more on the effectiveness of direct sales management than it does on the salespeople themselves. That’s counter-intuitive but true, and we’re certainly not the first ones to confirm that truth. If improvement in the effectiveness of a sales organization takes hold and lasts, direct sales managers are the lynch pins that will determine it. That means that we will invest a great deal of time and attention to direct sales management.
With direct sales managers, our work is unique. Unlike our work with salespeople or with company leaders where our interaction is either primarily coaching or primarily consultative, with direct sales managers it is a constant and dynamic blend of both consultation and coaching, entirely dependent on what will be of most value to that direct sales manager. Focus areas include training sales managers to become effective coaches, metrics, systems and processes, integration of selling tactics with company strategy, recruiting and selecting salespeople, and value creation.
