A very insightful quote all CEO’s and VP-Sales need to keep in mind is found in the attached link to an article on Gallup’s Management Journal website:

“We may join a company, but we work for a manager. Gallup has found that when top producers leave companies, 70% of the time it is because of a breakdown in their relationship with their direct supervisor. And conversely, when we find sales stars, we almost always find a great manager in the shadows.”

http://gmj.gallup.com/content/328/creating-successful-sales-culture.aspx

This is a useful article for thinking about how to build, maintain and manage a high-performance sales culture.

Kudos to authors Benson Smith and Tony Rutigliano for their research and posting this on Gallup’s site.