White Paper:
The Key Role Of The Sales Manager
Companies are radically altering their sales organizations. They are implementing processes and technology in the hopes of creating effective, efficient, predictable sales forces.
The focus is typically on how these changes affect the individual sales person. We suggest that you also turn your focus to the Sales Manager, who both affects and is affected by changes you implement in the sales organization:
- Sales Managers play the pivotal role in making or breaking process and technology initiatives in the sales
organization - Sales Managers can now use process, technology, and web 2.0 tools to optimize their role in the sales
organization – if the changes are implemented correctly
