It’s OK if managers step in to help their sales staff – but not too much
It’s fairly common for managers to intervene to help sales staff, but they have to balance competing duties.
A new study has found that sales teams with managers perform better, generating additional revenue for the company. Sales teams with managers outperformed those without managers by 5% to 13%, resulting in an extra US$13 million in yearly revenue. This increase was most significant when managers took a supportive role rather than a leading one, which boosted the status of the salesperson and team, and increased openness to buy, ultimately leading to increased sales.
The findings were based on data from a field study involving over 5.5 million real-world exchanges at a Fortune 500 company, as well as six related experiments.
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