A reader asks, “Should an out of home sales manager have an account list?”
The pro’s of having a sales manager handle some accounts are that they are able to lead by example and it keeps them up to date on market conditions. The con’s of having a sales manager handle some accounts are that it distracts them from training and managing others and it may create conflict (how come they get the best accounts?).
Let Billboard Insider know what you think by taking out poll, leaving a comment or emailing davewestburg@billboardinsider.com. We’ll run a followup article.
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I am voting no, but I really mean that a sales manager should not carry a large number of accounts.
As sales manager, I do not get paid commission. But I handle more in accounts than what my salary and maxed out bonuses are. If I were an AE with the book of business that that I carry, I would make about 35k more a year.
I think that there are certain accounts a SM should carry. Maybe a couple accounts that have expressed interest of being handled by management.
Or just enough that if the need to add a new rep arises, that the SM has enough accounts to hire that individual.
I think it’s wise for a SM to carry a small book of accounts just so that they don’t forget what it’s like to deal with customers. Often times managers seem to forget what it is actually like to deal with a customer.
But I cannot say this enough, a SMALL book of business is ok.
At times sales managers get pulled in all directions, and although they have some great accounts at times, they may not see the urge to upsell the customer, leaving lost revenue on the floor. They should take care of the national sales, and leave the hometown customers to the sales team.