How effective are your field sales managers (FLMs)?

For years, commercial groups have been hamstrung by a lack of actionable answers to this question.

Many organizations, unfortunately, rely solely on anecdotal evidence to draw conclusions and develop learning strategies and curriculum. These companies send second-line managers (e.g., “RDs”), training personnel, and other commercial stakeholders into the field for “blitz” or immersion days, only to walk away with an incomplete picture of managerial effectiveness.

Others rely on off-the-shelf surveys and assessments. The problem here is that, by and large, input into these surveys is heavily subjective, resulting in skewed data.

See how Echelon did a blinded analysis for a long-term client to identify what, if any, correlation exists between the quality of coaching captured in FCRs and overall sales performance.


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