A healthcare industry sales executive recently told us that as part of a continued effort to cut costs, her company had reduced the number of first-line sales managers from 66 down to 30 over a period of several years. This meant that management span of control had more than doubled from an average of 5-6 salespeople per manager up to 12-15 per manager. Certainly, the move saved costs, but was it a good idea?
Does Your Company Have Enough Sales Managers?
A company needs enough to ensure that all key tasks get executed well.
April 01, 2014
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New!
HBR Learning
Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.