Are your sales managers adding value?
(April 25, 2013)
Multiple studies have shown that effective sales management has a significant impact on sales results. Yet despite this, most organisations still find their sales managers among the ranks of top sales performers and promote them to a leadership role without training them on how to add value to sales performance.
Without sufficient leadership development, most managers see their job as hiring and then keeping strong sales performers and managing sales activities (number calls, proposals, wins etc.). The result is salespeople who are quick to move when a higher-paying opportunity comes along, who are more loyal to their customers than to their employer, and who feel isolated and unsupported. In fact, in a recent study by Krauthammer International 52% of salespeople reported not having had a performance review in over six months.
Today, sales managers must play a vital role in creating sales effectiveness. Research shows that sales managers who engage their salespeople, coach effectively and lead through a systematic sales process have higher win/loss ratios, higher revenue and lower salesperson turnover.
- Wilson Learning’s own research shows that you can increase sales performance by up to 43% through effective manager coaching.
- Research by SCO Insights and Aberdeen shows that you dramatically increase the use of CRM systems and the sales process when managers are actively engaged.
- Effective sales managers manage the links across “silos” in their organisation, making sure that others see their job as “sales enablement” and not “sales prevention.”