Sales Coaching Should be a Sales Manager’s #1 Priority

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

  1. Reacting to my boss i.e. answering questions,
    following directives, etc.
  2. Prioritizing my day according to voice mail and
  3. Reviewing the opportunities on our CRM
  4. 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?


Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.