Sales Managers today are finding themselves in the midst of a paradox; the need to satisfy a “results now” mandate while developing people over time. Charged with squeezing every last dollar out of the pipeline to stay competitive, sales managers must have real-time visibility into the talent on their teams to ensure the full value from every opportunity. In addition to coaching specific skills, sales executives will learn to manage their time to ensure they apply the right time to the right talent band on their team.
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