In order to maximise productivity the sales function has to be properly managed and led. Good managers can be born, but great ones may need some help along the way. Effective management style, performance management, coaching skills......the list goes on......all these have significant impact upon feelings of loyalty, attitude and feelings of belonging in the sales community. Furthermore great management and leadership means knowing how to turn the corporate strategic sales vision into something tangible for people in order that they may then go out and deliver. This is not easy, but it is an essential ingredient in the sales transformation model.