An optimal ratio of salespeople to sales managers is four or five to one. Since the ratio tends to be considerably higher at most organisations, there is a gap between actual and optimal performance.
Key points
Salesperson compensation as a percent of total sales dollars produced | Salesperson to sales manager ratio |
0.25% | 4.5 - 1 |
2.7% | 7.6 - 1 |
5.7 | 20 - 1 |
* Worldclass Sales Benchmark Research