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Consultative Selling Insight Selling Productivity Opportunity Management Sales Management Sales Negotiation Sales Prospecting Strategic Account Management Virtual Selling Sales TrainingIn our analysis of Top-Performing Sales Organizations, we learned that 66% of companies don't believe their managers have the skills to manage and coach sellers.
Across the board, there's an overall lack of confidence in sales managers' ability to drive change with their teams, lead masterful coaching conversations, and maximize seller results and performance.
But what about the sales managers who get it right?
In this research, we set out to learn what Top-Performing Sales Managers and coaches do differently. We wanted to know how they work with sellers, what skills they have, and if some skills are more important than others.
This global, year-long study from the RAIN Group Center for Sales Research of 1,004 sales managers and sellers focused on the role of the sales manager and how they support their teams. In total, we studied 624 sales managers—333 who both manage and sell, and 291 who manage exclusively—and 380 sellers.
In our Top-Performing Sales Manager Benchmark Report, we share the results of our research, including:
This is a must-read report for anybody looking to improve the results of their sales organization.
Fill out the form to download the report.
We studied 100 skills and behaviors across 12 categories in three areas: selling, productivity, and sales management and coaching.
We found that sales manager success can be summed up in 3 words: rhythm, roles, and conversations.
Top Performers are 51% more likely to have regular, ongoing coaching.
Top Performers are 40% more likely to be skilled at leading valuable coaching meetings.
The 10 roles (5 coaching-focused, 5 management-focused) are all statistically validated as 10 critical areas where Top-Performing Sales Managers excel versus other managers.
Benchmark your team against the components of the Top-Performing Sales Manager Model. Learn how. east
Drive sales success from the top with modern, multi-modal training built for your management team. RAIN Group's leadership programs include:
Learn more about our complete suite of sales training programs. east
Drive sales success from the top with modern, multi-modal training built for your management team. RAIN Group's leadership programs include:
Learn more about our complete suite of sales training programs. east
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