When it comes to sales coaching, we usually discuss the approaches that have been taken, the impact different approaches create and what organizations that don’t implement sales coaching the right way miss out on in terms of performance.We usually assume that sales managers should be...

Last week a client meeting prompted me to revisit a 2015 Forbes article written by my friend Ken Krogue. It’s full of great insights, and in particular the part of the story that resonates for me right now is the list he shares (provided by...

Creating a compelling business case for sales manager enablement requires that the story is grounded in your organization’s context. And regarding sales manager enablement, assessing the current state of sales manager maturity adds richness to the one dimensional view offered by the business case numbers....

You might think that the changing nature of B2B selling and the pressure of digital transformation would force sales leaders to develop the role with the greatest leverage first. And that’s the role of the frontline sales managers. They directly lead quota-carrying salespeople. Sales managers...

Sales managers, especially frontline sales managers (FSMs), have the highest leverage effect in any sales organization. Just look at their average span of control in your organization. Do your sales managers lead six, eight, ten, or even more salespeople directly? That’s the leverage effect we...

What is world-class? In sports, world-class is easily defined: it’s the world champion in any sports discipline and, of course, the Olympic medalists are world-class, always measured by outstanding performance.Now, what does world-class mean when it comes to frontline sales management? Over the last couple...