Recently I was working with a group of sales managers and I
posed this question- When you arrive at your office on a typical day what would
you say is your #1 priority?
Some of the answers I received were
- Reacting to my boss i.e. answering questions,
following directives, etc. - Prioritizing my day according to voice mail and
email. - Reviewing the opportunities on our CRM
“dashboard.” - Trying to generate more revenue.
In order to be an effective coach and sales leader the
answer to this question should be,
that a sales managers’ #1 priority is the coaching and developing of salespeople.
It is the daily commitment to the development of skill and will in the hearts
and minds of the salespeople that should be the # 1 priority
At the end of your month you want to ask yourself, “ Is my
sales team better off and more competitive today than they were a month ago?”
Perhaps, a better sales management question to ask yourself
would be, what should I not do today so that I can spend time coaching?
Your “to don’t “ list is more important than your “to do” list. What do you
need to stop doing today to make time for more coaching?
STOP DOING, START LEADING!!!
