Why we should put the trainer back into sales management

Up until 20 years ago, a key function of a sales manager’s role was the regular training of their sales people. What did this look like? Well, something like this: weekly one hour power training sessions for the sales team focussing on honing key skills, bi-monthly half day or one day sessions drilling down on account planning, strategy, market and product knowledge, and formal class room training usually employing external, expert training providers on a once or twice yearly basis to boost their teams to the next level.