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Michael Maiorano commented on

What will become of the role of sales manager in the next 5-10 years?

Monday morning pondering... Was thinking that with how fragmented and complex B2B sales has become, good sales managers are prized assets right now. But in the next 5-10 years, things might look different:

  • Already seeing AI introduced to perform some of the pipeline analytic functions
  • Sales enablement & sales ops: Quickly ascending and demonstrating value, may continue to creep into the scope-of-work of what we call a sales manager today


What will be the role of a sales manager in 5 years? Will that position even exist, or are we looking at this model: VP Sales on top, heavy support functions, AI sprinkled in, individual contributors on the bottom (e.g. no middle management layer).

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This is a great question. I would be curious what Sahil Mansuri thinks..
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25 days ago
Hey Michael Maiorano - love how you're thinking about this. Here's my take on it:

The fundamental role of sales itself is changing. We used to be prized for our ability to "close a deal" via persuasion of an uninformed buyer. Sellers with persistence, hustle, grit, etc. were those at the top. 

Now the role of sales is to be a technical consultant to ...
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25 days ago
Adding onto what Sahil Mansuri articulated, strong sales managers are ever more critical to attracting, retaining, and coaching/inspiring sales teams to success over the next five to ten years.

A great sales manager (coach) ensures you recruit and retain as many A-players as possible and will significantly improve B and C-players sales performance t...
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13 days ago
Sahil Mansuri  That makes a lot of sense to me! My angle here is that i'm sort of a former seller, currently and ops & enablement guy (but much more of a seller than most ops /enablement people (:blush:). So I've just seen more and more of a role of tool stack & process, and so the total open space upon which salespeople can flex their muscles seem... See more
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13 days ago
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