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Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Rick Cheatham, Lou Schachter

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CHAPTER 14

Great Sales Management: Leading People

Somehow, over the last two decades, conventional wisdom has locked into a singular view of the role of sales managers. The notion is that the primary role of the sales manager is to coach salespeople. This is ironic because, in our experience working with 50 of the world’s leading sales forces, none of them would report that their sales managers are doing an adequate job of coaching. Is having a universally accepted standard of the sales manager as a coach accurate or useful? Probably not.

In the next chapter we’ll discuss why the whole notion of coaching is worth questioning. Here let’s get a better picture of what great sales management looks like today. The easiest way to get a window into ...

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