Are your sales managers adding value?

By Michael Leimbach, PhD

Multiple studies have shown that effective sales management has a significant impact on sales results. Yet despite this, most organizations still find their sales managers among the ranks of top sales performers and promote them to a leadership role without training them on how to add value to sales performance.

Without sufficient leadership development, most managers see their job as hiring and then keeping strong sales performers, and managing sales activities (number calls, proposals, wins, etc.). The result is salespeople who are quick to move when a higher-paying opportunity comes along, who are more loyal to their customers than to their employer, and who feel isolated and unsupported. In fact, in a recent study by Krauthammer International 52% of salespeople reported not having had a performance review in over six months.

Today, sales managers must play a vital role in creating sales effectiveness. Research shows that sales managers who engage their salespeople, coach effectively, and lead through a systematic sales process have higher win/loss ratios, higher revenue, and lower salesperson turnover.

  • Wilson Learning’s own research shows that you can increase sales performance by up to 43% through effective manager coaching.
  •  Research by SCO Insights and Aberdeen shows that you dramatically increase the use of CRM systems and the sales process when managers are actively engaged.
  •  Effective sales managers manage the links across “silos” in their organization, making sure that others see their job as “sales enablement” and not “sales prevention.”


Michael Leimbach, PhD

Michael Leimbach, PhD, is a globally recognized expert in instructional design and leadership development. As Vice President of Global Research and Development for Wilson Learning Worldwide Inc., he has worked with numerous Global 1000 organizations in Australia, England, Germany, Japan, South Korea, Taiwan, and throughout the United States. Over more than 30 years, Dr. Leimbach had developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities, published over 100 professional articles, coauthored four books, been Editor-in-Chief for the highly acclaimed ADHR research journal, and is a frequent speaker at national and global conferences. He also serves on the ISO Technical Committee (TC232) on Quality Standards for Learning Service Providers and on the University of Minnesota College of Education and Human Development Dean’s Advisory Board.