Discover how to redesign the role to elevate team performance
- Gartner client? Log in for personalized search results.
Boost Your Sales Managers' Effectiveness
Effective sales managers can boost seller performance by up to six times. Yet, according to Gartner, only 18% actually lead high-performing teams.
To develop effective sales managers, the role must be redesigned to focus on high-impact activities, hire candidates with the right competencies and equip managers with tailored tech and enablement.
Download the Sales Manager of the Future Framework to learn what actions you need to take to boost your sales managers' performance.
About Sales Managers of the Future
Sales managers are at a critical crossroads. According to Gartner, only 55% of chief sales officers (CSOs) say their frontline sales managers consistently meet performance expectations. Meanwhile, 40% of sales managers report feeling overwhelmed by their responsibilities and experiencing low job satisfaction. This underperformance is often rooted in the expanding scope of the sales manager role, with managers stretched too thin across competing priorities.
The sales manager of the future will require a fundamental shift in role design and support. High-performing sales managers will be those who focus on high-impact activities, such as fostering organizational alignment, developing people leadership skills, and driving revenue generation. Success will depend on clearly defined roles, a competency-based approach to hiring and promotion, and targeted enablement through technology and coaching. By streamlining responsibilities and providing the right support, organizations can empower sales managers to lead engaged, high-performing teams and deliver sustained business growth.
Sales Managers of the Future FAQs
What is a sales manager?
Sales managers play a crucial role in driving the performance and success of sales teams within organizations. Sales managers are responsible for a wide array of activities that enable seller performance and organizational success. They act as a bridge between their sales teams and the larger organization, managing tasks that range from coaching and deal support to data analysis and organizational navigation.
How do you define an effective sales manager?
Effective sales managers have a clear defined purpose and core responsibilites that ensure they focus on what drives team and organizational success.
What are the qualities of an effective sales manager?
Effective sales managers foster organizational alignment, excel at people leadership and drive revenue generation.