TIPS SELLING TIP Dispersed Sales Teams, New Challenges for Managers


Today’s frontline sales managers are tasked with leading larger teams than ever. As these teams grow and become more dispersed and diverse, the challenge of training and coaching becomes more difficult and complex. According to research conducted by Showpad, which surveyed more than 500 sales managers across the globe who manage quota-carrying sales reps, 37 percent of sales managers miss being sales representatives, as 71 per- cent had less than five years in their previous role before assuming a managerial position. And, with less time to prepare, frontline managers are struggling to know proper protocol to coach diverse and remote teams alike. • Managers are overseeing larger teams: Nearly half (46 percent) lead teams with 11 or more employees, and 20


percent are responsible for teams composed of 20 or more people. • Remote teams are becoming the norm: 79 percent of frontline sales managers have at least one team member who works remotely. Over half (52 percent) indicate at least half their team works remotely, and 12 percent report their entire team works remotely. • More representatives are older than their managers: Less than half (45 percent) of frontline sales managers are older than the majority of their team members, and an additional quarter (25 percent) are about the same age – making a “one size fits all” coaching approach ineffective across different generations.


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I always like to look on the optimistic side of life, but I am realistic enough to know that life is a complex matter. WALT DISNEY


SELLING TIP Sales Managers Feel Inadequately Equipped to Coach Their Teams


Nearly three-quarters (71 percent) of sales managers had less than five years of experience as a rep before transitioning to management. With a relatively short tenure as a rep, it’s no surprise managers feel they lack the knowledge needed to effectively manage and lead their teams. In addition, they are stretched thin between ad- min work and internal tasks, and struggle to find the time needed to effectively coach their teams. • Workplaces don’t provide enough help: 19 percent of frontline sales managers say their biggest job challenge is lack of support from upper management, while 17 percent say their organizations lack sufficient resources. • Managers burn time on office work: One in three (34 percent) frontline sales managers feel they don’t have enough time to properly coach their teams. On average, while 19 percent of their time is spent on administrative tasks and meetings, only 12 percent is dedicated to coaching and training employees. • Frontline sales managers want to invest in more training tools: Sales managers identified peer support and evaluation as their preferred coaching tool, followed by formal onboarding, classroom training, shadowing, and virtual training. For more information, visit showpad.com.


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You don’t have to be somebody different to be important. You’re important in your own right. MICHELLE OBAMA


SELLING POWER DECEMBER 2019 | 5 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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