Over the course of our careers, we’ve had the privilege of working with dozens of sales managers. In many ways, managers hold the key to the success of their sales reps. They know each and every rep well, understand the customer and prospect mix each rep has, the market that reps are operating in, the relative difficulty of making the quota, etc. They capture and impart this knowledge during their one-on-one discussions with reps. Such tribal knowledge is often not institutionalized throughout the sales organization. The result is lack of repeatability, consistency and scalability of results – which means they are starting over with each new rep, team and division that they move into management. Certainly factors like compensation, incentives, coaching and product training play a role in this success too. But we see distinct traits in the sales managers that are attracted to work with us – they use numbers, statistics, data and models to get the best performance from their sales teams. Here are a few traits that we’ve seen, some challenges that they’ve faced and why they’ve chosen to work with us: TRAIT: They desire to “do something different this time.” As ideas like call blocks, teaming and …Read More