Voice of the Sales Manager study by SalesFuel

The Voice of the Sales Manager study, completed in October 2021, surveyed sales managers across the U.S. 90% of these managers have five or more direct reports. The 250 managers who completed our survey represented the retail and consumer goods, hospitality and food service, and business service sectors, among others. About 38% of these managers work for privately held companies, another 22% are employed by franchises, and 26% hold positions at publicly traded companies.

Our research has given us insights into the characteristics sales managers believe they need in order to succeed in management. We also learned which characteristics they are looking for when hiring sales staff members and how their hiring process works. And, we've uncovered just how expensive it is for an organization when they make a bad hire.

SAMPLE FINDINGS

About 68% of sales managers have hired candidates for open sales jobs that they wouldn't have hired a year ago.

2021 Voice of the Sales Manager study, SalesFuel

Nearly 70% of sales managers agree the top 3 skills needed excel are: sales process improvement, sales coaching, and goal setting/​​accountability

2021 Voice of the Sales Manager study, SalesFuel

Only 49% of sales manager use a sales knowledge/​​acumen assessment to measure the candidate's aptitude.

2021 Voice of the Sales Manager study, SalesFuel

It takes an average of 4 months to hire a sales rep and another 7.5 months to train, bring them up to full speed.

2021 Voice of the Sales Manager study, SalesFuel

Sales managers need an average of 9 months to terminate a poorly performing rep.

2021 Voice of the Sales Manager study, SalesFuel

4 out of 10 sales managers want to move toward a leadership position in their current company in the next year.

2021 Voice of the Sales Manager study, SalesFuel

Over 35% of sales managers report that discussions about time commitment and work responsibilities cause the most friction with their direct reports.

2021 Voice of the Sales Manager study, SalesFuel

41% of sales managers use personality assessment in their hiring process.

2021 Voice of the Sales Manager study, SalesFuel

 

LEARN MORE

Findings from this study, along with expert analysis, is provided in our thought leadership and to clients of SalesCred and SalesFuel COACH.