Leading Sales Now

There is a lot written about the importance of sales management, but not a lot written about how to value sales management.  As a sales manager, what is your primary value to the organization?  Are you doing it?  This podcast discusses the main purpose of sales management, and a simple way to value it.   First line sales managers are responsible for a lot of things - hiring, firing, planning, reporting.  But in essence, their primary role is improving team productivity.  This is true for all management.   But in sales there can be a very clear trade-off, because the money spent on a sales manager could be spent on a quota producing rep.  So essentially a manager needs to improve their team's performance by AT LEAST one rep's quota.  For example, if they manage 10 reps, that team must produce like they have 11 reps, so the manager should add 10% productivity to their team.  If they manage 5 reps, they need to add 20% productivity.   Of course, this product