By recognizing the value of developing sales managers and blending the right learning methods, companies can create a winning sales management team and accelerate sales force performance.
Yet many companies don’t do enough to develop their sales managers.
There are two main reasons. First, some sales leaders think that because sales managers were once successful salespeople, they should be able to manage salespeople effectively just based on natural instinct. Second, some sales leaders believe in training managers, but find it hard to justify a formal program due to the expense.
Read the article at Harvard Business Review.