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Should middle management have a heavier workload than upper management in sales? What are your opinions?

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Ideally in sales, the workload should not have a dependency on the level/title. It’s just the time split on activities that could vary. For example, sales reps could be spending 80% of their time on the field (now virtual) and in client facing activities, 20% on internal work. For Middle Managers that split could be 60-40. For Senior Management that may look like 40-60. Irrespective in a strong sales culture folks across levels have loads distributed as evenly as possible, something that may not always be feasible but certainly needs to be the ultimate goal.


Should they? No. Do they? Yes. Here’s why, middle management is tasked with strategy and execution. They’re responsible to build a plan & execute. They develop green talent, and manage out poor performing ICs. They’re under incredible stress to hit sales goals, handle customer inquires, drive executive alignment, manage through some crazy HR issues, and manage resources internally and externally. Your top 2 or 3 AEs will make more than you and you know that when you take the job. First line management can be like being a cold calling BDR. It’s a grind but you learn how to manage your time, expand your circle of influence, build and rebuild incredible teams, and stretch your capacity far beyond what you thought was possible. If you are an AE, think about your long game. High performing AEs will always make more than middle management. If you want to be in the executive leadership ranks later in your career, roll up your sleeves and hold on for what will be one of the hardest jobs you’ve had. You are the first job cut, under the most scrutiny for performance because you are closest to the field. I’m shocked no one has created a reality show on this position.

It depends what your definition of a heavy work load may be. For example, middle management may have to do more actual phone calls while upper management has to deal with payment, securing the deal, and the other background work in making sure the deal gets finalized. I am a sales rep and my workload consists of meeting new clients & bringing them on while my manager deals with most of the parts pertaining to payment. In my industry, people are funny with spending money & I think his workload is far more intense then mine. So to answer your question, I think it’s all about perspective and what you think is a heavy workload in comparison to upper managements.

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