Top Performance in Sales Management

In 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. 

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.

Rhythm

Top Performers are 51% more likely to have regular, ongoing coaching.

Conversations

Top Performers are 40% more likely to be skilled at leading valuable coaching meetings.

Roles

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.

In our Top-Performing Sales Manager Benchmark Report, we share the results of our research, including:

• The #1 skill separating Top-Performing Sales Managers from other managers
• The difference in win rate for teams with Top-Performing Sales Managers
• The types of coaching conversations that organizations should prioritize
• The roles that are critically important to sales management success
• The best way to ensure new sellers become Top Performers (this stat alone is worth reading the report)

This is a must-read report for anyone looking to improve the performance of their sales managers and coaches. There are critical changes you can make today that will have a dramatic impact on your sales results this quarter.