Leading for Sales Performance

By Michael Leimbach, PhD

Can Your Sales Managers Answer These 5 Critical Questions?

Promoting top-performing salespeople into management roles without preparing them to lead is a common—and costly—mistake. In fact, research shows that when sales managers are equipped to coach, motivate, and support their teams effectively, sales performance can improve by up to 29%.

This article explores the five critical questions every sales manager must be able to answer—questions that form the foundation for sustainable, high-performing teams.

Download the article to explore:

  • The Five Questions Framework: Discover the essential questions that drive clarity, direction, and performance in sales teams.
  • Why Top Sellers Struggle as Managers: Learn why experience in selling doesn’t automatically translate into effective leadership—and what to do about it.
  • Building a Coaching Culture That Works: Explore proven strategies for giving timely, constructive feedback that develops sales capability.
  • Motivating Beyond Commission: Understand how to recognize and inspire individual salespeople in ways that go beyond monetary rewards.
  • Becoming the Support System Your Team Needs: Find out how managers can remove obstacles, champion their people, and create an environment where sales teams thrive.

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