If you’ve ever watched the TV show, The Office, then you probably know the character Michael Scott, the bumbling, ill-liked boss of the Dunder Mifflin Paper Company. Late into the show’s run, viewers were shocked to learn that once upon a time, he was an award-winning salesman who won half the company’s client list. How does a company’s best salesman become that same company’s worst manager?
Set Up to Fail
According to a study conducted by the Association of Talent Development, 66% of the companies it surveyed trained their sales personnel at least once a year. In contrast, only 11% trained sales managers and 22% didn’t bother to train managers at all. Companies that underinvest in sales management training are breeding grounds for the Michael Scotts of sales management.
http://www.salesdevelopmentexpert.com/sales-management-training-offers-solution-oft-neglected-issue/
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