Risks

Risks of business-as-usual sales management:

• Perpetuation of a culture that fails to leverage the talents of sales managers and sales teams to improve performance of each member of the team
• Failure to create a reliable succession plan and produce future leaders who can improve team performance
• Loss of your best people because they are not getting the opportunities and challenges they want or believe is necessary for their careers
• Missed opportunities to transform average performers into top performers through coaching and organizational change
• Competitive disadvantage in attracting talent

Opportunities

Opportunities for sales organizations that achieve behavioral change: 

• Improvements that are long-term or permanent
• Focus on competencies and behaviors that create leaders and ensure succession plans
• Leveraging sales managers' skills to improve the performance of all members of the sales team, not just a few
• Improved ROI on training by building sales managers' coaching and leadership skills (The cost of training a manager is roughly the same as training a sales rep – train one manager, then let the manager train the sales reps.)
• Reduction in attrition and the revenue losses that come with it
• Competitive advantage in recruiting talent because of an organizational culture that supports employee development and career advancement opportunities