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  admin August 15, 2017	Sales Comments Off on Seriously, Here Is an Investment in Your Sales Team With 30,… 28 Views
  But the issue with re-doing things you've already done is that you start to experience a decreasing ROI with each iteration. When you deployed your first sales methodology in 1987–Ding! Huge ROI.
  When you deployed your first CRM tool in 1997–Ding! Huge ROI. But now that you're on sales methodology 12.0 and CRM 8.0, what will you do in 2017 to ring that ROI bell just as loudly as you did before? CRM 9.0?
  The answer could lie in a population that's neglected within many sales forces — frontline sales managers. In a recent study of 518 Fortune 500 sales managers, we found a surprisingly large disparity in performance.
  So there's clearly a big "R" in ROI to be had if you can bring your bottom performing sales managers toward the top–millions of dollars per manager, in fact. So what "I" would it require to get you that level of improved supervision and coaching?
  For the sake of easy math, let's say you have 100 managers on your team and it costs $3,000 each to train them. You're clearly not going to train only the bottom 25 percent–that could hurt someone's feelings. You're going to train them all at a cost of $300,000.
  And why is the number so big? Well there is huge leverage in training your sales managers. If you're like the sales forces in our study, you only have to train one-tenth of your sales force. Investments in sales managers have a unique multiplier effect that cascades to all of the sellers they manage. You get a full "R" with a fractional "I." It's just good math.
  No matter how you do the math, you probably can't get that kind of ROI from any other investment in your sales force. Not sales methodology 8.0–Not CRM 12.0–Nothing. It's not rocket science–it's not even advanced math.
  You simply get the full "R" with a fractional "I." If you do the math for yourself, you might agree that investing in your sales managers is the best money you can spend this year. That's math you can literally take to the bank.