Research Brief: Benchmarking Sales Manager Activity

16 July 2015

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Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, are organizations optimizing sales management’s time allocation decisions? 

The Sales Management Association undertook a research effort to answer that question in our recently-concluded sales manager activity benchmarking research.

Research questions addressed in the study include: What are the core activities that comprise the sales manager role? How do sales managers distribute time and effort across these activities? What gaps are present in actual and ideal time and activity profiles for sales managers? And, How do sales managers from higher-performing firms allocate time and effort differently than other sales managers? 

An initial review of findings was also featured in a webcast, which may be viewed here:

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