CHAPTER 2
WELCOME TO THE JUNGLE: THE SCARY REALITY OF SALES MANAGEMENT
As we highlighted in the previous chapter, sales management is a tough gig. Fewer and fewer sales managers are making a successful transition from high-performing salesperson to high-performing sales manager. One of the primary reasons managers fail to get more salespeople to quota is that their work environment is inhospitable to the behaviors needed to drive better sales performance. Coaching is critical. Coaching matters. And yet, so little good coaching is happening. Managers want to succeed. They want to coach, yet they can’t figure out how. Why not? What’s wrong?
This chapter illuminates the realities of sales management and how organizations unintentionally set managers ...
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