Survey Says – The dedicated full-time non-selling manager

http://digital.turn-page.com/title/6374

Sales managers have to pay for themselves by selling; they can sell on the floor while they teach others at the same time. You've heard this before, right? Believers of this technique have a few things to learn. You cannot coach and play at the same time. Having your sales manager sell to cover overhead is actually a huge growth limiter.

  • Stores that had a full-time non-selling sales manager averaged 5,137,675 versus stores without a manager, which averaged 2, 899,881.
  • Sales productivity was 55,943 greater per sales associate when they were managed by a sales manager.
  • Average days in receivable was 7.1 fewer days for stores with a sales manager.