I've run many sales teams and headed up sales departments over the last 25 years and I've learned one lessen that is always true.
"You can't grow a pig by weighing it." It's a funny expression but has proven true in my observations over and over.
It works like this. Management, "not sales" becomes enchanted with the manager with the perfect spreadsheets and updated to the second daily charts toward objective. This person can quickly tell you where each rep is toward goal, and how the entire team is tracking and management promotes this person to the head of the sales department and sales quickly fall off a cliff.
Measuring/weighing is not selling.
The manager you want is the one in the field, riding with the reps, instinctively knowing which rep needs the most help. Knowing which doctor is the most important and will lead to additional adopters.
Yes, sales people and their managers are vital to success. It never fails that non sales people fall for the weighing it trap and often wonder if salespeople are even needed.
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