November 26

Why so few sales managers?

Small Businesses Need Sales Managers

The first image below shows the data count of US businesses with 10-500 employees and adequate sales to support a sales manager (1,007,829).

InfoSQB Total

The second image shows the subset of companies with a sales manager or executive. It’s not exact science, but 85.8% of these companies are running without a full-time sales manager or at least a fractional sales manager to help grow sales (143,336).

InfoSQB w Sales Manager

Small businesses attempt to drive sales without sales management for many reasons:

  • It seems too expensive
  • They can’t see the tangible results of sales management
  • The owner feels like they are managing sales
  • They think the sales force can “manage themselves”
  • It’s one more hassle they don’t have time for

Unfortunately, all of these excuses cost money and create “leakage” in the sales department. Come on, the last group of employees that should be under-managed is the sales team. Proper sales management creates better sales process, accountability, financial predictability and more. Quite simply, the pro’s greatly outweigh the cons.

 

 

Recent Posts

How COVID-19 may change sales process

McKinsey recently surveyed 3600 business decision-makers and found some interesting results. You can see their infographic below, but the most interesting point is the importance of chat. As sales moves to a more omnichannel approach, self-service websites become more important. The most important aspect of the self-service customer portal is chat. Rather than relegate chat... Read more →

Never let the fear of striking out get In your way

It’s scary out there now more than ever with COVID, and your prospects and salesperson feel it. But you need to help your team manage their fear and use that fear to drive you them. If you don’t you will have deeper problems, now the KEY word in that sentence is to drive them forward,... Read more →

Let’s Talk

More sales. Less Stress.

Stop taking time away from your business to do sales management. We fix and manage your sales team for maximum results with minimal investment.