Sales Stories from the Track Selling Institute
More than ever, sales managers today are looking to improve their coaching skills, manage more effectively, and stay in their job longer. Why?
Consider these disconcerting statistics from a white paper by Dr. Jack Zenger and Dr. Joe Folkman:
I contend that the frontline sales manager has the toughest job in all of management.
In no other management position is accountability measured more by the results produced. And in no other position are the results so visible. And in no other position is average tenure so short.
The numbers tell all. The sales organization, the territories, and the individual salespeople either meet quota or they don't. There's no in-between.
The position can be thankless. There is little or no public...