Research Paper: The Significant Cost of an Underperforming Sales Manager

When organizations experience a sales performance problem – and most do – they look to one of two places for the solution: their sales processes or their sales methodology. The underlying idea is that improving process or methodology to create consistent sales execution will solve the sales performance problem.

This has been the common approach to sales force improvement for decades. But it’s still not working. While sales results are changing, it’s not for the better. According to the LinkedIn State of Sales Report:

  • Over the past five years, investments in tech and training have all increased – to the tune of $28 billion
  • Over that same period, quota attainment, rep turnover, productivity and sales VP tenure have all decreased
  • 65 percent of sales reps are missing quota

Consistency in selling only works if the right things are done consistently well.
Until now, companies have operated on the assumption that the “right thing” means choosing the best sales process or sales methodology and requiring salespeople to stick to it. The purpose of this paper is to help you understand there is another lever you can pull – one that many companies are just now identifying. Your frontline sales managers.

The Significant Cost of an Underperforming Sales Manager

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