The complexity of today’s selling environment presents a significant burden for frontline sales managers, with negative consequences on their commercial performance. In fact, high levels of sales manager burden can trigger double-digit declines in team quota attainment. While chief sales officers (CSOs) generally agree on this goal, during the last several years organizational complexity has diverted sales manager focus away from the priority of driving growth

Download Gartner's guide to understand the set of manager activities that have a disproportionate impact on commercial success and will help you build an environment that reduces internal burden to unlock greater sales manager performance.