Researchers and consultants discuss the power of first-line sales managers
12th April 2015 | Nick de Cent
Blackdot on the value of sales managers
First-line sales managers are drivers of performance for pharma sales representatives, as they are in other industries…
The profound and compounding impact sales managers have on their sales teams means that 1 high-performing sales manager is as valuable as a handful of high-performing sales reps. High-performing sales managers manage teams that achieve superior results and the cumulative effect of their efforts far exceeds the revenue uplift achieved by a single high-performer working at the frontline.
For further information see: Bridging The Gap – The Critical Role of the First-Line Sales,www.theblackdot.com.au/insights/bridging-the-gap.
McKinsey & Co on performance management
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