Companies 'must continue training sales managers'

It is vital for companies to continue training their staff in management skills or risk alienating future sales managers, the Chartered Institute of Personnel and Development (CIPD) claims.

Steve Crabb, the organisation's strategic advisor, warns businesses leadership skills are even more important at times when economic "turbulence" might result in cuts to training budgets.

Warning it is important to maintain a succession rate throughout economic lulls, he suggests future leaders might "up sticks and walk" if they believe opportunities such as promotion to sales manager have dried up

"The key to sustainable high performance is to have leaders who clearly communicate what the turbulence of the organisation is, what its strategy is and a list of values," Mr Crabb claims.

In a recent survey of chief executive officers conducted by the CIPD, two factors were identified as changing: the nature of leadership, which is becoming less of a hierarchy, and the need for this quality when times are tough for the business.

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Filed: 30-09-2008