Are You Overrating Your Effectiveness?

One-third of salespeople rate their manager as ‘fair’ or ‘poor’.

Sales managers usually are brimming with confidence, but most are considered only average by the salespeople they oversee, and, in one survey, more than three out of 10 don’t even get satisfactory marks.

According to a survey of more than 6,000 sales professionals (with 10.3 percent responding), 17 percent of respondents rated their sales manager’s overall performance as superior while 45 percent said their sales manager was performing satisfactorily, 26 percent gave their manager a “fair” rank, and 7 percent said their manager’s overall performance was poor. (5 percent chose not to answer the question.)

The common denominator among those managers who received a “superior” rating is they understand their sales culture and have a clearly defined sales process in place, says Keith Eades, president of Sales Performance International, which conducted the survey. www.salesforcexp.com