Yes, your hunch is correct… Sales management does make a difference.

Recent research we conducted revealed a shocking insight into the value of great (and poor) sales managers. In the study of 518 sales managers in Fortune 500 companies:

  • The top 25% of sales managers exceeded their team targets by an average of 15%
  • The bottom 25% of managers fell short of revenue targets by 24%
  • In other words, top managers outperformed their low-performing peers by a whopping 39%!

With an average of 9.1 salespeople reporting to them, and assuming an annual quota of $1 million for each sales rep, this yields a staggering gap in sales manager performance of $3.5 million per manager.

cost-of-a-bad-sales-manager

How much is better sales management worth to your team? Do the math:

Gap in Performance X Number of Reps per Manager X Average Rep Quota

Are you ready to capture the millions of dollars being lost to underperforming management? CONTACT US to learn how we can help.

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Sales Management Code®

  • Our Foundational Sales Management Workshop
  • Identify High-Impact Sales Activities
  • Align Behaviors with Desired Results
  • Drive More Consistent Sales Execution
  • Coach When and Where It Matters Most
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Pipeline Coaching®

  • The Most Practical Workshop Ever on Pipeline Management
  • Right-Size Each Salesperson’s Sales Pipeline
  • Fill the Pipeline with Qualified Opportunities
  • Coach Salespeople to Win More Deals
  • Manage a Predictable Stream of Revenue
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Frontline Forecasting®

  • The Missing Discipline of Sales Forecasting
  • Identify the Right Forecasting Methodology
  • Forecast Based on Facts Not Guesswork
  • Use Forecasts to Improve Sales Results
  • Save Time while Boosting Forecast Accuracy
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