Researchers and consultants discuss the power of first-line sales managers

12th April 2015 |   Nick de Cent

Blackdot on the value of sales managers

First-line sales managers are drivers of performance for pharma sales representatives, as they are in other industries…

The profound and compounding impact sales managers have on their sales teams means that 1 high-performing sales manager is as valuable as a handful of high-performing sales reps. High-performing sales managers manage teams that achieve superior results and the cumulative effect of their efforts far exceeds the revenue uplift achieved by a single high-performer working at the frontline.

For further information see: Bridging The Gap – The Critical Role of the First-Line Sales,

McKinsey & Co on performance management

Founder of the International Journal of Sales Transformation | + posts

Nick de Cent is the founder and editor-in-chief of the International Journal of Sales Transformation. A business journalist for over 35 years, he has been covering sales since the mid-1980s and has been a strong advocate of enhancing its professional status. He has freelanced for the Financial Times and edited the Sales Performance supplement in The Times. He also writes and edits extensively on behalf of corporate clients, including a Big 3 management consultancy and a top four global executive search firm.