Better Sales Leaders, Better Results

While salespeople have usually enjoyed a great deal of training and development on selling techniques and strategy, sales managers typically do not receive commensurate development on how they can be more effective leaders of the sales function. For many people in sales, they question the correlation between leadership capability and sales results. Better sales leaders mean higher revenue. Few, if any, other functions in the company can do more to enhance the organization’s profit quickly or cause the company to lose money. Zenger Folkman has collected data on over 10,000 sales managers and executives. This leadership study explores that data to show how leadership development creates better sales leaders.