The $3.5M Question: Train Your Sellers or Sales Managers?

In this session, we’ll cover the $3.5M question sales enablement and L&D teams want to know: train your sellers or your sales managers?

Sales managers are important, but what’s the business case for investing in their development? Or more pointedly, is it worth reallocating your limited training budget away from salespeople and toward their managers?

New research reveals that the average cost of a poor sales manager is a whopping $3.5 million in lost revenue… Per manager. Across even a modestly sized sales force, that adds up to tens of millions of dollars. The research also shows that shifting sales training budgets from sellers to managers is a smart investment strategy. Companies that invest more than 50 percent of their budgets in sales management programs grow revenue 15 percent faster than those that invest primarily in their sellers. In this on-demand session, researcher and best-selling author Jason Jordan discussed:

  • How to quantify the cost of bad sales management in your organization
  • How to build a clear and compelling business case for focused investment in your sales managers
  • How to identify the specific management training programs that will make the biggest impact

If you are a sales enablement or L&D professional, you will not want to miss this eye-opening session.

Watch this webinar now!

About Our Speaker: Jason Jordan

Jason Jordan is a founding partner of Vantage Point Performance, a global sales management training and development firm. He is a recognized thought leader in the domain of business-to-business selling and conducts ongoing research into management best practices in hiring, developing, measuring, and managing world-class sales organizations. Jason’s extensive research into sales performance metrics led to the breakthrough insights published in the book, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance.

For more than 15 years, Jason has worked internationally in industries such as technology, manufacturing, distribution, financial services, construction, media, telecommunications, consumer products, healthcare, and hospitality. He is a popular speaker at events such as Dreamforce and the American Society for Training and Development, and a frequent contributor to Salesforce, the Sales Management Association, the American Society for Training and Development, Harvard Business Review and other industry publications. Jason is currently the Director of Research for the Sales Education Foundation.

Jason received an economics degree with honors from Duke University and an MBA from the University of Virginia. He resides in Virginia.

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