You can’t improve salespeople without improving sales management first

A good sales person will not necessarily make a good sales manager — in fact, you can bank on it.

I am constantly appalled at the lack of effective sales management in companies these days. Not a week goes by in which I don’t see a company make the mistake of focusing exclusively on salespeople in trying to improve sales performance.

Experience has shown that sales managers are even more critical than sales people for creating durable performance change.