Sales Training: Are Your Sales Reps Promotable

Sales Training: Are Your Sales Reps Promotable: by Customer Centric Selling

Sales Training Article: Are Your Sales Reps Promotable?

Originally published by Matt Sharrers, Sales Benchmark Index (SBI)
According to Matt Sharrers from SBI, a recent sales training study revealed some shocking numbers.
Here are 3 of them: 17%, 1.7 and $27,204
17% - The percentage of first year front line Sales Managers that made their number.
1.7 - The average number of A player sales reps that left for a different job when they got a new Sales Manager.
$27,204 - The average reduction in pay the new Sales Manager was on pace for in 2011.
Why is this happening? These 'A' player sales reps had become 'C' player sales managers. They were working hard. They were trying to do the things that sales managers were supposed to. Things like:

• Hiring top talent
• New hire training
• Sales process coaching
• Bi weekly 1 on 1 meetings
• Forecast calls
• Sales performance management

The answer: The definition of promotable was inconsistent. These newly appointed Sales Managers should never have been promoted.
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