Voice of the Sales Manager study by SalesFuel

The Voice of the Sales Manager study, completed in October 2019, surveyed sales managers across the U.S. with five or more direct reports. The 450 managers who completed our survey represented the retail and consumer goods, hospitality and food service, and business service sectors, among others. About 35% of these managers work for privately held companies, another 23% are employed by franchises, and 22% 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 35% of sales managers say it is harder to hire quality salespeople than it was a year ago

2019 Voice of the Sales Manager study, SalesFuel

Over 60% of sales managers agree the top 3 skills needed excel are: team engagement +motivation, sales training, and goal setting/accountability

2019 Voice of the Sales Manager study, SalesFuel

Only 59% of sales manager use a sales skills assessment to measure the candidate's aptitude

2019 Voice of the Sales Manager study, SalesFuel

It takes an average of 3 months to hire a sales rep and another 6 months to train, bring them up to full speed

2019 Voice of the Sales Manager study, SalesFuel

Sales managers need an average of 7 months to terminate a poorly performing rep

2019 Voice of the Sales Manager study, SalesFuel

1 of 3 sales managers want to move up to a leadership role in their company

2019 Voice of the Sales Manager study, SalesFuel

46% of sales managers say their coaching sessions include sales skills improvement discussions. 43% say these sessions include people skills improvements.

2019 Voice of the Sales Manager study, SalesFuel

Half of sales managers use behavioral assessment in their hiring process

2019 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 SalesFuel COACH and SalesFuel Consulting