Sales Research Publications

2010 Sales Management Optimization

Our objective for this report was to obtain a better understanding of challenges that first line sales managers are encountering, determine why those problems exist, and then look at how other firms are addressing those issues by effectively leveraging people, process, technology and knowledge.

625 Companies contributed to this study.

In initially assessing the role of a sales manager, one of our advisory board members shared the following, "The primary goal of sales management is to create an environment where ordinary people can achieve outstanding results." As you go through this report you will see that the previous statement may well be easier to say than it is to achieve, as you consider the following:

• Sales Manager Hiring Profile: Many companies are looking at successful reps to be the next sales managers. But do great players always make great coaches?
• Sales Manager Training: With 45% of firms surveyed reporting that they spend $1,500 or less per year per manager, is enough being invested to help make them successful?
•  Sales Manager Time Allocation: With less than 50% of a sales manager's work week available to spend with reps, and with an average of six reps looking to them for help, do they really have enough time to make an impact on sales success for their team?
• Sales Management Compensation: Companies say that building a positive sales culture, ensuring reps adopt a formal sales process, mentoring reps to success, minimizing turnover, etc. are key parts of a sales manager's job, but when they link the sales manager's personal compensation to just hitting the numbers, are mixed messages being sent?
• Forecast Management Dilemma: Win rates of forecast deals are at an all-time low. If companies don't invest in tools to help managers track what's happening in the pipeline and proactively identify which reps need help on which deals and effectively mentor them, are they really going to be able to improve sales success?

When you purchase this report, you will receive a PDF of the Sales Management Optimization Key Trends Analysis and a Power Point file with all the metrics from the report.

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