It’s no secret that the business world runs on leads, opportunities, and sales. But sales managers, sales reps and support staff now have AI-powered CRM tools to do a lot of the heavy lifting. With so much rich information at our fingertips, businesses can confidently look to the future more accurately than ever before, confidently projecting future financial activity.

First, let’s look at several reasons why sales managers struggle to impact the overall organization:

Successful sales professionals are often turned into sales managers without leadership development or ongoing guidance. Additionally, hiring practices are often not conducted in a way that creates success.

Dartmouth College’s Nailya Ordabayeva and two colleagues—Lisa Cavanaugh and Darren Dahl of the University of British Columbia—showed 300 NFL fans a description of a league-branded hoodie and either a one-star or a five-star review of it by a Cleveland Browns fan. The participants answered questions about their similarity to the reviewer and their interest in buying the garment.