Upskilling Frontline Sales Managers to Drive Sales Team Performance

In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Dave Lingebach, SBI’s Senior Research Manager, to break down the findings of SBI’s latest research report, in partnership with the Revenue Enablement Society, Closing the Training Gap for Frontline Sales Managers. In this conversation, they break down the implications of continually investing in the upskilling of frontline sales managers, as this role has the greatest influence on the performance of a sales team.  

Key Takeaways:

• Organizations with dedicated sales manager training outperformed those without by a 7% increase in quota attainment. 

• The skills required to be a great sales manager or coach are vastly different from the skills that make a great seller.

• Competing priorities are the number one reason frontline sales manager training is overlooked. 

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