Attended a webinar from ES Research last week about the sales training industry.
The founder, Dave Stein, dropped a statistic about the first year failure rate where companies promote their top-producing salesperson to be the sales manager.
It's 85%.
He's done a lot of research over the last several years, working with companies that provide or seek sales training, so I believe he's got it right.
My question is, why is it so very high?
Why don't companies define the sales manager job to be one that a human can do, select the right talent, and support them toward success?
I'll be answering those questions in this blog in the near future, but I'd sure welcome any ideas or suggestions from any who read this blog!
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