Summit Europe Sessions Sales Manager Productivity Model: Free Up Time So Managers Can Coach

Sales Manager Productivity Model: Free Up Time So Managers Can Coach

Thursday 4 October 2018 | 13:30 - 14:15

Speaker(s):  Phil Harrell

Syndicate(s): Sales Strategy and Operations, Sales Executive

Focus: Adopt

Priorities: Sales Productivity; Sales Productivity Analysis

Sales coaching is one of a first-line manager’s most important responsibilities and has a significant impact on rep performance and attainment. So why do all sales leaders struggle to get their sales managers to spend more time coaching reps? It’s likely because sales leaders don’t have a good understanding of what takes sales managers’ time away from coaching and thus can’t address the underlying issues to free up that time. This presentation will provide the following benefits:

For sales:

  • Understand why sales leaders should assess their sales managers’ time allocation to identify what is preventing sales managers from coaching
  • Quantify where managers should be spending their time to maximise rep performance
  • Learn how to prioritise which areas a sales leader should address to free up time so that a sales manager can coach more often