The Sales Manager Productivity Framework

The first-line sales manager role is arguably the most important and most difficult job in the sales organization. Although sales leaders want their first-line sales managers to invest more time developing their people, they have lacked a way to quantify just how much time their sales managers are spending on coaching and what other activities are preventing them from doing so. In this report, we introduce a powerful model that enables chief sales officers (CSOs) and sales operations leaders to diagnose what they can do to help their first-line sales managers invest more time on high-value activities like coaching.