Should Sales Managers Carry an Individual Sales Quota?


Are your Sales Manager’s properly utilized to make your number?  Nearly 50% of sales managers will miss their team quota due to the role being structured incorrectly. Learn the sales manager role cadence.

Too many Sales Managers miss their quota. To access emerging best practices for Sales Process design, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Process phase on pages 279 – 281 of the workbook.


There is a myriad of excuses as to why sales managers miss their number.  The quota is too big, too many direct reports, not enough training, wrong talent, not enough leads, etc.  The number one factor is job corruption and poor allocation of time.

Sales managers typically spend 45% of their time on administrative tasks, internal meetings, and forecasting.  Knowing this, the remaining 55% of the time must be laser-focused on developing their direct reports.

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