Watching the NCAA men’s final four games this weekend made me think of the impact that coaches have on successful teams. The execution, intensity and teamwork of the teams were a beautiful thing to watch. Louisville, Michigan, Wichita State and Syracuse were all great.  In each case, it was clear that these teams are being driven by a coach who is more than just a recruiter or tactical expert or motivator. They are led by head coaches who are leaders.

Too often in business, we see good salespeople led to failure by sales managers and owners. You would think in these tough economic times, we would be seeing more leadership and better execution. Unfortunately that is not the case.

Great Sales Management Makes the Difference