Under-trained sales managers often get stuck operating as “super reps”—troubleshooting problems and reporting on the same tired performance metrics. Because they’re so mired in day to day activities, they spend every day talking to every seller about everything. This tactical mindset undermines sales performance, increases seller attrition, and wastes time and resources.
Typical manager training can’t meet the unique needs of this critical role. Sales manager should operate with a “CEO mindset,” focusing on running and growing a business instead of merely tweaking tactics.
To build a high impact sales leadership and coaching culture, your organization needs to build a system that instills skills that guide every manager to better utilize their time, energy, and focus.