Wesleyne Greer is the founder of Transformed Sales and host of her own show The Transformed Sales Podcast. The sales manager has a 20 times greater impact on the sales team than the salespeople themselves. By investing in the development of sales managers, organizations can see a much higher return on their investment.
This is because managers are responsible for implementing sales training and coaching programs and holding salespeople accountable. When sales managers are properly trained, they are able to uplift their teams and help them reach their full potential.
Wesleyne discusses behavior-based skills development which is the idea that addressing the root cause of certain behaviors is what improves a seller’s ability to sell. This is what sets a sales leader apart from a sales boss which simply tells you what to do.
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