Running in Sand: 2020 Trends in Sales Management and Coaching

Research Paper by CSO Research/Miller Heiman Group
ELAvate Partner in Sales Enablement

Few practitioners feel the impact of the rapidly shifting dynamics of the sales industry like sales managers. Sitting at the intersection of the sales organization, frontline sellers and buyers, sales managers must now lead sellers through an era where sales organizations continually reinvent themselves to meet the needs of buyers’ ever-changing expectations.

Yet in Running in Sand: 2020 Trends in Sales Management, our research finds that though sales managers must lead sellers through these changes, the approaches to sales management haven’t evolved as quickly, with constant change overwhelming managers and leading them away from behaviors that result in success.

In this report, Miller Heiman Group finds that:

  • Sales managers spend twice as much time on administrative work and forecasting as sales coaching
  • Sales organizations hire more than half of sales managers from within
  • Less than 1/3 of sales organizations claim “developing sales managers into success” as a strength

To help sales organization better hire, onboard and support sales managers, the report offers insights such as:

  • The top three capabilities that today’s sales manager brings to an organization
  • The top gaps that sales managers show—and actionable advice to improve them
  • Steps that sales leaders can take to set sales leaders up for success, from enablement to incentives

Download the study now to learn how you can shape your sales management function to motivate stronger performance from your sellers and take on today’s challenging sales environment. Click here to download the report.

We at ELAvate have 35 years of experience of moving sales strategy to revenue results through our Sales Coaching Skills, Assessments, Process and Measurement.

Contact me at for a no obligation discussion on improving your sales coaching n 2020.

Michael J Griffin
Founder ELAvate!
Miller Heiman Master Sales Trainer
John Maxwell Leadership Coach

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

Leave a Reply

Your email address will not be published. Required fields are marked *


You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>

Get ELAvate! Sales Insights via Email

Signup to receive ELAvate! Sales insights in your inbox. You can choose from our bi-weekly blog posts, eZines or events and offers as they become available. You can always unsubscribe or change your preference later.

* indicates required
Send me updates on