WHY AND HOW MANAGERS SHOULD JOIN SALES MEETINGS

Summary from the TLDR Marketing newsletter

Adding a manager to high-value sales meetings can increase revenue if the salesperson stays in the lead and the manager supports the conversation. Research across 5.5 million sales found manager and salesperson teams produced 13.2% higher sales value for new customers and 12.5% higher sales value for returning customers than teams with two salespeople. The manager signals that the customer and the deal matter while the salesperson gains credibility when the manager defers to their expertise. Use lead scores to decide when senior leaders should join sales calls instead of sending them to every meeting.