Benfer: Sales managers carried by only two top performers are high-risk
Michelle Benfer · How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL’s Head of Sales Michelle Benfer · Dec 20, 2024 · at 28:11
Former HubSpot and BILL sales executive Michelle Benfer explains why evaluating rep quota distribution is a superior measure of frontline manager effectiveness than aggregate team revenue.
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“So when you take a look at the balance of health of a team, I will take a manager that, you know, is bringing people up and over a hundred percent more of them. Then the manager who's crushing the number, but it's only from two people because that's high risk.”
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