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Are Sales Managers Prepared for Today’s Marketplace? – Martyn Lewis

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A recent DDI survey showed that many front lines managers felt they were not being well prepared for the job.  We interviewed Martyn Lewis, CEO and President of Market Partners, and asked if he thought this might also apply to sales managers. Martyn, who works with sales forces around the world, gave us quite an extensive, yet comprehensive, overview of the current sales environment and why the selection and development of sales managers needs some new thinking and approaches.  (Martyn’s bio),

Questions:

  • The DDI survey shows that front line managers are not well prepared for their job. Are you finding something similar happening with sales managers?
  • What changes are happening in the marketplace that you are finding sales managers unprepared for?
  • What needs to happen to make sales managers better coaches?
  • Is a new approach to assessment needed for the hiring of sales managers?
  • How is the shift in the buying process affecting the closing of sales?
  • Is this shift happening across all industries?
  • What’s an example of a company that’s understood the current business environment and made the shift?

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