First line sales manager 'key to company performance'

The first line sales manager (FLSM) plays a vital role in helping companies improve productivity in the current economic climate, it has been claimed.

According to research carried out by business analyst IDC, the FLSM can improve the performance of 60 to 80 per cent of a sales organisation by ensuring the company's sales jobs methodology and account planning processes are adhered to and applying lessons taught in training.

Lee Levitt, programme director at the group's sales advisory service, commented that no organisation should overestimate the power of the position to influence sales results.

He added: "Sales organisations that truly understand both the value and impact of the first line sales manager, and that also properly hire, support, and manage this role, will find the performance of their 'B' players, the majority of the sales organisation, substantially improves."

Last month, research carried out by the Rotman School of Management found that those in sales jobs can be put off applying for promotions if they are decided by standardised tests.

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Filed: 16-06-2009