Over the course of my career, I’ve had the privilege of personally working with many great sales managers. I’ve seen countless examples of effective sales management in our client organizations. I’ve also seen how quickly a corporate strategy can fall apart without this vital leadership.

Sales directly influence the success of an organization. This role is closest to two critical corporate assets: customers and the sales team. The positive influence of an effective sales manager can be felt throughout an organization. Unfortunately, the same holds true for those whose attempts are not meeting expectations.

Many top-performing salespeople are moved into sales management roles as part of a natural career progression. Unfortunately, sales managers are often not given tools to be successful in their new role. Don’t underestimate the significant shift in mindset it takes to move between these two roles. Salespeople are individuals; sales managers lead teams. Salespeople sell; sales managers coach others to sell. Salespeople report to one person; sales managers are accountable to many. Yet upon stepping into management roles, many salespeople are unaware of this shift. 

A company’s success is largely defined by its revenue growth. Sales managers hold a tremendous amount of responsibility for contributing to that success. The responsibilities of this role are to execute against a defined strategy and produce results that have been defined by executives who are often many levels above them. It is the sales manager who maintains the revenue engine that will determine if a company makes it to the finish line or falls short.

Many sales managers achieve competency in their roles over time, even if they have a bumpy start, but imagine how different your results might be if you help them get there faster.

Join me at ASTD 2013 for State of the Selling Landscape session, which will examine the trends that will enable sales teams to be successful in the current market conditions. This session will ensure your sales programs are aligned with the current needs of your sales team, and support you in serving as a strategic resource to your sales organization.