{
  "id": 9146423,
  "title": "It’s OK if managers step in to help their sales staff – but not too much",
  "url": "https://urgent.news/2026/09/22/its-ok-if-managers-step-in-to-help-their-sales-staff-but-not-too-much",
  "topic": "business",
  "section": "Business",
  "published": "2026-09-22T12:48:48.000Z",
  "source": {
    "name": "The Conversation",
    "slug": "the-conversation",
    "url": "https://theconversation.com/its-ok-if-managers-step-in-to-help-their-sales-staff-but-not-too-much-291745"
  },
  "original_language": "en",
  "account": "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.",
  "summary": "It’s fairly common for managers to intervene to help sales staff, but they have to balance competing duties.",
  "key_points": [],
  "editors_take": null,
  "illustration": null,
  "coverage": {
    "outlets": 1,
    "also_reported_by": []
  },
  "ai_generated": true,
  "disclaimer": "Summaries, key points and the editor’s take are written by software from other outlets’ reporting and may contain errors — always check the linked original."
}