Sales Manager Enablement

// Developing and Leading High-Performing Sales Teams

// Quick Takes on Sales Management+Leadership

Sep­tem­ber 15, 2019

Manage Smarter 87: Being an Honest Broker of Information

Jan Allen is an Exec­u­tive Coach and Life Strate­gist, as well as co-managing part­ner of Busi­ness of Peo­ple. She pre­vi­ous­ly served in an exec­u­tive role for two Ohio gov­er­nors. In this episode, we dis­cuss: The con­cept of an hon­est bro­ker and it's val­ue; why YOU as a leader want to vet and make sure your crit­i­cal staffers are hon­est bro­kers; how the con­cept is crit­i­cal to being a bet­ter leader; tips for build­ing team rela­tion­ships vs. dis­ci­pline.

Sep­tem­ber 7, 2019

Manage Smarter 86: How Women Can Advance to the C‑Suite

This the the sec­ond part of a two part inter­view with Tri­cia Benn is the Exec­u­tive Vice-President of the C‑Suite Net­work and Gen­er­al Man­ag­er of The Hero Club, an invitation-only mem­ber­ship orga­ni­za­tion for CEOs, founders, and investors. As Glob­al Chief Mar­ket­ing & Strat­e­gy Offi­cer and U.S. Man­ag­ing Direc­tor with­in MDC Part­ners, a $3 bil­lion glob­al hold­ing com­pa­ny, Benn’s lead­er­ship drove dou­ble dig­it growth year-over-year and new con­tracts with some of the most impor­tant impact play­ers in the world. In this episode, we dis­cuss: Man­ag­ing neg­a­tive respons­es to oth­er C‑Suiters; Choice Sets – Use them!; Avoid­ing uncon­scious bias; Vul­ner­a­bil­i­ty and how it plays into mov­ing up; and #1 Tip on what to focus on to suc­ceed.

Sep­tem­ber 1, 2019

Manage Smarter 85: Bridging the C‑Suite Gender Gap

The first of a two part inter­view with Tri­cia Benn is the Exec­u­tive Vice-President of the C‑Suite Net­work and Gen­er­al Man­ag­er of The Hero Club, an invitation-only mem­ber­ship orga­ni­za­tion for CEOs, founders, and investors. As Glob­al Chief Mar­ket­ing & Strat­e­gy Offi­cer and U.S. Man­ag­ing Direc­tor with­in MDC Part­ners, a $3 bil­lion glob­al hold­ing com­pa­ny, Benn’s lead­er­ship drove dou­ble dig­it growth year-over-year and new con­tracts with some of the most impor­tant impact play­ers in the world. In this episode, we dis­cuss: Tips for C‑Suite women on how to com­pete; what exec­u­tive women need to start doing and stop doing; The Hero Lead­er­ship Mod­el; and play­ing on the same play­ing field to bridge the gen­der gap.

// Making the Case for Sales Manager Enablement

Most sales teams are over-reliant on their top talent with the top fifth bringing in almost 60% of revenues

CSO Insights

High ranking salespeople promoted to management average a 7.5% decline in their subordinates performance

Harvard Business Review

87% of high-performing reps say sales manager competency is a top decision driver when considering a new job

SiriusDecisions

39% of U.S. salespeople have left jobs because they didn't like their direct managers or their performance

Voice of the Sales Rep Study, SalesFuel, 2017

45% of high-performing sales managers say they received inadequate training to prepare them for the role

SiriusDecisions

61% of new managers do not receive management training and 69% do not receive coaching

Blanchard

Less than 30% of managers strongly agree that someone at work encourages their development

Gallup

70% of the variance in team engagement is determined solely by the manager

Gallup

Training budgets for managers and supervisors has increased for 6 straight years

Training Industry Report

79% of sales leaders think they are good coaches, yet only 38% of reps agree

Harvard Business Review

Only 35% of US sales reps believe their managers set realistic, obtainable and clearly defined goals for them

Voice of the Sales Rep Study, SalesFuel, 2017

Most sales managers invest less than 8% of their time coaching their salespeople

"The Sales Manager's Guide to Greatness," Kevin F. Davis

// Our Latest Podcasts for Sales Managers

// Free Guidance from Leading Experts for Sales Managers

// On-Demand Webinars About Sales Management

// Interviews with SalesFuel Executives About Sales Management

SalesFuel CEO Featured on The Bob Pritchard Radio Show on VoiceAmerica Business

SalesFuel CEO Appears on Take the Lead Radio

Sales Expert C. Lee Smith Appears on the Sell or Die Podcast


Top­ics cov­ered on this page: Sales Coach­ing, Inde­pen­dent Sales Coach­ing, Cus­tomized Sales Coach­ing, Sales Coach­ing Strate­gies, Sales Coach, Sales Man­ag­er Help, Sales Man­age­ment Train­ing, Sales Increase, Rev­enue Increase, Sales Rep Improve­ment, Sales Improve­ment, Sales Time Man­age­ment, Adap­tive Sales Coach­ing, Account­abil­i­ty, Com­pen­sa­tion Plans, Sales Com­mis­sion, Clos­ing Sales, Sales Assess­ment, Sales Rep Assess­ment, Sales Moti­va­tors, Per­son­al­ized Sales Coach­ing, Sales Engage­ment, Peo­ple Skills, Adap­tive Learn­ing, Learn­ing Sus­tain­ment, Quick­Coach­ing, Quick Coach­ing, Microlearn­ing, Sales Can­di­date, Sales Can­di­date Assess­ment, Sales Turnover, Tox­ic Employ­ees, Sales Suc­cess, Sales Recruit­ment, Sales Recruiter, Sell Smarter, Hire Smarter, Sales Apti­tude, Sales Tech­nol­o­gy, Sales Traits, Sales IQ, Sales Tech

High-performing sales teams start with high-performing sales managers.

— C. Lee Smith