Our intent was to survey sales reps, front-line managers, and directors to understand the current state of sales management. By asking similar questions and capturing the variations between their perspectives, we knew there was a story to be told.
As a measuring stick, we decided to include a Net Promoter Score question in the individual sales rep variant.
What we found shocked us.
Finding #1: Our sales reps are not happy.
In terms of favorability, the NPS for our profession is somewhere between the Airlines and the Credit Card companies. (Details within the ebook.)
Finding #2: We identified 4 areas that separate Promoter from Detractor reps.
We’ve come to think of these as the Four Pillars -- career path, coaching, compensation & professional development. These are the questions your reps are asking themselves. You, as a manager, need to be ready to respond.
Finding #3: Reps whose managers (and companies) are addressing 'the four pillars' are 5-6 times more likely to be Promoters.
Here's a sample of 622 reps. Notice the trend: better at the four pillars, a higher percentage of promoters.
If I could net it out for you...
This project revealed a disturbing question: Are we a generation of Managers or Leaders? The distance between these two accounts for much of the gap between Promoters and Detractors.
Now is the time to address this and I hope you'll take a look at the ebook and add your comments. Let’s help each other move our industry and profession up and to the right!