One of the most effective ways you can to reinforce a sales initiative is to enable your front-line managers to coach your reps to success. Some of our most-read content on the blog has to do with this very topic. To make it easy, here is a quick round-up of our most popular posts on enabling your front-line managers to drive results.
1. Enable a Team of Monday-Morning Quarterbacks
True success with any sales transformation starts way before the training. One of our early success indicators in our own sales process is (1) early buy-in with the senior leadership of a prospective company and (2) a willingness for sales executives to equip their front-line managers with the tools to be effective reinforcers of the initiative. In this post, Matt Jordan walks through key steps to enable your front-line managers after the training roll-out.
2. Help Your Front-Line Managers Succeed
As Brian Walsh points out in this post, sales managers act the way upper management wants them to act. As a sales executive, your ability to help your front-line managers succeed is directly related to the success of your sales organization.
3. Drive a Command Instinct with Your Sales Team
Holding your reps accountable translates to ownership of key expectations and steps in the sales process. This post highlights research published in Harvard Business Review by Steve W. Martin on the importance of driving a higher level of accountability with your sales team.
4. Podcast: Enabling Your Front-Line Managers
When you've managed countless sales initiatives, you know what works and what doesn't. In this podcast, we break down some of the best practices we've seen from companies that do a good job of enabling their front-line managers.
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