We once thought exceptional salespeople possessed an innate gift, but recent data highlights the impact of today’s sales managers in nurturing and refining this gift to unlock its fullest potential, writes Scott Downey, PhD. He shares results showing knowledge across industry, technical and product domains was the significant differentiator among top sellers.
Stressing the importance of sales management’s coaching skills and activities, Downey shares data that shows:
- 30 percent of all ag salespeople say they never receive coaching
- Only 20 percent receive coaching daily or weekly
- 29 percent receive monthly training
- Almost 40 percent report only receiving time with coaches quarterly or annually.
Source: AgriMarketing, March 18, 2024. <Link>
While new sales managers may be exceptional sales reps, the transition to a management position often lacks specialized training, making it a challenge for them to master effective coaching techniques.”
INSIGHTS: Sales managers remain among the most dedicated readers of Animal Health Digest and frequently share favorable feedback about our posts, including how they share the Bulletin with their teams.