Front line Sales managers are key to Sales growth. The best way to positively impact Sales at a given organization is to improve the sales productivity of its Sales reps. And the most effective way to do that is through the front line Sales managers. After all, it’s the responsibility of front line Sales managers to coach and train their salespeople to attain their sales objectives.
But front line Sales managers have a tough job to do, and they often don’t have the sales tools, a sales enablement platform, and support they need to be successful in their roles.
What Front Line Sales Managers Need for Success
With the right tools and enablement, front line Sales managers can do their jobs well. And when they do their jobs well, organizations can expect a positive impact on Sales performance and their sales process.
Showpad recently surveyed more than 500 Sales managers across the globe to better understand their challenges－and how Sales leaders can address these challenges to set them up for success.
Based on this new, exclusive research, the top three things front line Sales managers need to be successful are:
- More time to coach their teams
- Support from upper management
- The right tools and resources
Front Line Sales Managers Need More Time to Coach
Front line Sales managers must juggle a variety of different tasks during any given week, from administrative work and internal meetings to sales enablement, direct customer service, and putting out fires. As a result, they often can’t find time to devote to one of their most important job functions: coaching their teams.
Our research found that a third of front line Sales managers struggle to manage their time to properly coach sales reps.
Of course, there’s no way to give front line Sales managers more hours in their day. But a sales organization can (and must) identify sales strategies to automate tasks that are time consuming－especially those tasks not directly tied to revenue or team performance. That’ll leave more time for sales coaching and developing their teams, which will in turn grow revenue.
Front Line Sales Managers Need More Support
A key function of front line Sales managers is to support their teams. But the ironic thing is, many don’t feel supported themselves. Globally, 19% of front line Sales managers indicate their biggest job challenge is lack of support from upper management.
Successful front line Sales managers are those who feel supported and backed by those to whom they report, so it’s essential for Sales leaders to identify ways to support front line Sales managers. There are a number of ways Sales leaders can do so, including scheduling routine check-in meetings, delivering and requesting feedback, and keeping the lines of communication open.
Another key way for a sales organization to support front line Sales managers is to understand their career goals, as the majority (80%) see their current roles as stepping stones to other positions within the company. Discussing goals and mapping career paths helps front line Sales managers understand where they can go within the organization－and what they need to do to get there.
Front Line Sales Managers Need More Resources
Access to the right sales tools and sales enablement resources can make a front line Sales manager more effective and drive revenue for their organization. However, many don’t have what they need to do their jobs well. Seventeen percent of front line Sales managers indicate their biggest job challenge of hitting their sales goals is a lack of resources.
What types of tools would be most useful for Sales management? These are the top six resources on front line Sales managers’ wish lists:
- Peer support and evaluation
- Formal onboarding
- Formal classroom training
- Virtual training
- Role Playing
Drive Revenue Growth Through Your Front Line Sales Managers
Supporting front line Sales managers is essential to growing revenue. Get your copy of Showpad’s latest, exclusive research, The Critical Role of the Front Line Sales Manager, to learn more about the challenges of these key team members and what organizations can do to set them up for success.