Now we get to an interesting and critical part of the story, because to this point, we have been talking about sales reps and sales leaders. But we haven’t focused on the role of the Front-Line Sales Manager.
A Critical Lever Left Unpulled
It isn’t news that Front-Line Sales Managers are critical for any rep-level investment because they are the single biggest driver of the adoption of these investments. This could include a new sales process rollout, a new product launch, or any other initiative where we want reps to be doing something new or different.
Despite this awareness, however, the role of the Front-Line Sales Manager is rarely (if ever) considered during a CRM rollout.
Now, this is not to say that your Front-Line Sales Managers aren’t using CRM – believe me they are. According to our research, over 50% of companies expect their Front-Line Sales Managers to hold pipeline meetings with their sales people once a week. With these meetings lasting 53 minutes on average, that is a lot of time reviewing information!… Read the rest