Time Management for Sales Managers

Time Management for Sales Managers

Many of us saw the TV show “Mad Men” about an ad agency in the 50s and 60s. In the show, there were multiple examples of managers closing their office door and taking a nap in the afternoon while their assistant typed away just outside the office. How far we have come! Today, most managers have 60 to 70 hours’ worth of work to try and cram into a work week. Not only is there no time for naps, many of us have no assistants, and are working from home.

It's a fact, Managers and Owners today are busier than ever. I'm always asked for the best-case-practices for time management…specifically, where to spend time on your sales team that generates the biggest return. Here's your answer...

50% - Coaching

15% - Accountability/Measuring Performance

10% - Motivating Sales People

5% - Recruiting

5% - Crisis Management

1% - Planning/Managing Compensation

1% - Organization/Reorganization

3% - Business Product Strategy

5% - Direct Selling

5% - Internal Company Issues

Figure out how many total hours you are working per week, multiply by the percentage above, and you'll have a good idea of where to spend your time. Let me explain a few definitions.

Coaching - This includes training, role-play, ride-a longs, pre-call strategy, post-call debrief

Accountability/Measuring - This is where the CRM meets the road. Also includes the weekly one-on-one meeting you will have with every salesperson

Motivating - This will be things like your daily morning huddle and other opportunities to help the team keep their head straight. Remember, your salespeople are getting beat up every day. You have to pick them up and put them back together on a regular basis

Recruiting - Constantly running want ads and networking. You need to constantly be meeting/interviewing. Automate as much as possible. More on this in 2 weeks

Crisis Management - It's a fact of life and will take time every week

Planning/Compensation - More on this in next week's message

Organization/Reorganization - Get the right people in front of the right people

Strategy - Every week you need to step back & take a 30,000 foot view of your business, market and industry. Read business journals, trade organization insights and more. Maintain a network of experts and piers that you can tap into.

Direct Selling - Ideally managers and owners would not do this, but in today's world there are certain situations and clients that require it.

Internal Company Issues – Welcome to Management :-)

Call anytime for coaching, and go make some money!