{
  "id": 9243017,
  "title": "It's OK if managers step in to help their sales staff—but not too much",
  "url": "https://urgent.news/2026/09/23/its-ok-if-managers-step-in-to-help-their-sales-staff-but-not-too-much",
  "topic": "science",
  "section": "Science",
  "published": "2026-09-23T02:00:02.000Z",
  "source": {
    "name": "Phys.org",
    "slug": "phys-org",
    "url": "https://phys.org/news/2026-09-sales-staff.html"
  },
  "original_language": "en",
  "account": "Sales managers stepping in to assist their sales staff can boost performance, but only to a certain extent, according to a recent study. Researchers analyzed data from over 5.5 million sales interactions at a Fortune 500 company and found that sales teams with a manager outperformed those without by 5% to 13%, resulting in an additional $13 million in yearly revenue. The most significant boost occurred when the manager supported team members working with new customers, rather than taking the lead. This secondary support was well-received by customers, as it heightened the salesperson's and team's status, leading to increased openness to purchase. While sales managers typically spend 41% of their time selling with their team, benefits plateaued around one transaction in every three when managers were involved. Early manager involvement in a new salesperson's first month was linked to a 8% lower likelihood of quitting by the third month. Further research is needed to understand the long-term effects of increased manager participation and its impact on store-level performance and salesperson turnover.",
  "summary": "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 lawn mower.",
  "key_points": [],
  "editors_take": null,
  "illustration": null,
  "coverage": {
    "outlets": 2,
    "also_reported_by": [
      {
        "outlet": "The Conversation",
        "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",
        "published": "2026-09-22T12:48:48.000Z"
      }
    ]
  },
  "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."
}