Many organizations invest in sales training which is wonderful but unfortunately, they do not invest or even consider supporting sales management training.
Sales training will not be effective unless management is onboard. An organization will benefit from efficient use of time and get more “bang for your buck” with supporting sales management training.
Sales training generates valuable changes and improvements in individual attitudes, behaviours, competencies, and disciplines. All these factors lead to bottom line improvements; however, if sales management is not trained on “how to” demonstrate and coach these improved characteristics, then nothing will change.
You have heard it said before – monkey see, monkey do. Sales people look up to sales management and will emulate management’s course of action. If management doesn’t utilize what is acquired from the sales training program, then they defeat the overall purpose of sales training. It becomes a futile investment of time and money.