Should managers step in to help their sales staff?
Workers in sales might roll their eyes when they deal with a micromanaging boss. But many customers actually appreciate it if a store manager offers to help when they’re mulling over a purchase, whether it’s a dishwasher, a tablet or a lawnmower. That’s the main finding of a new study I co-authored. As a scholar of sales and pricing , I delved into this question , along with fellow researchers…
A new study co-authored by Daniel E. Chavez has found that sales teams with a manager present outperform those without by 5% to 13%, resulting in an additional US$13 million in yearly revenue for the company studied. The biggest boost came when managers supported rather than led the sales team, particularly when dealing with new customers.
This supportive role boosted the status of the salesperson and the team, making customers more open to buying. The findings suggest that managers should allocate their time wisely between managerial tasks and customer interaction, with an emphasis on supportive selling when appropriate. While the research is an initial exploration of the topic, future studies could delve into more complex business-to-business sales and the long-term effects of managers taking a more active role in sales.
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