Based on K&A's 20+ years of recruiting, managing, and coaching sales managers, K&A believes that only 1/3 of the people that are put into a sales management role end up being successful in the role.
Here are the top 5 reasons that most sales managers fail (approximately 2/3), based on K&A's experiences:
The sales manager(s) do not know how to motivate their sales reps, nor hold them accountable.
The sales managers fail to manage an on-going pipeline of sales rep candidates.
K&A defines "sales manager" to be the company's executive, or manager, that is responsible for managing the company's sales resources. The titles that are used by most sales managers typically do not accurately describe their role.
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