In today’s fast-paced sales environment, success is often measured by the performance of individual sellers or the sophistication of sales technologies. But what if the real key to predictable, scalable growth lies elsewhere—specifically, in the hands of your sales managers?
Research is clear: organisations with effective sales managers consistently outperform their peers. According to Gartner, teams led by highly effective managers are 3.5x more likely to hit their quotas, and their sellers are 2.3x more likely to stay with the organisation, reducing costly turnover. Yet, most managers are overwhelmed, stuck managing outdated processes, and drowning in low-value administrative work.
The Challenges Sales Managers Face
Sales managers are often expected to be superheroes—coaches, strategists, and data analysts—all while managing larger teams than ever. Gartner found that 59% of managers’ time is spent on “work to do work”, leaving little room for high-impact activities like coaching and strategic planning.
When managers lack clarity, tools, and support, the ripple effects are felt across the entire team. Sellers underperform, churn increases, and growth stalls.
Why Empowered Managers Are Game-Changers
Shifting the focus to empowering sales managers can create transformative results. Here’s how:
Coaching as a Core Skill: Managers who actively coach their teams drive 67% higher seller performance, according to Harvard Business Review. Coaching equips sellers to navigate challenges and close deals more effectively.
Simplify and Prioritise: By cutting unnecessary tasks and focusing on impactful work, managers can spend more time on strategic activities that drive team results.
Data-Driven Accountability: Aligning manager behaviours with measurable outcomes ensures consistent performance and clear accountability.
The Path Forward: Manager-Led Transformation
2025 is the year to stop overlooking your sales managers and start leveraging their potential as a force multiplier for your organisation. Empowering managers with the right tools, training, and focus will not only drive predictable growth but also foster a culture of high performance and retention.
Are you ready to make this shift? Contact Fresh Perspective Sales today to explore how our proven strategies and referenceable success stories can empower your managers and drive predictable growth in 2025.
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