FACT: A GREAT SALES MANAGER IS WORTH $3.5 MILLION PER YEAR
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.
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.
Read 5 new articles from our own sales management experts, as well as executives from Salesforce and the Sales Management Association. Topics include forecasting, pipeline management, training, and more!
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- Our Foundational Sales Management Workshop
- Identify High-Impact Sales Activities
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- Right-Size Each Salesperson’s Sales Pipeline
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- The Missing Discipline of Sales Forecasting
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