how sales managers spend their time

  • New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?
    • November 7, 2022
    • Posted by: Dave Kurlan
    • Categories: Baseball and Sales, Understanding the Sales Force

    Instead of spending their time on coaching, sales managers are spending too much of their time on personal sales.  Sales managers with fewer than 5 salespeople may be required to carry a quota but generally speaking, sales managers are expected to spend no more than 5% of their time selling. OMG’s data shows that the percentage of time that sales managers sell is closer to 13%.

    Why do they sell instead of having more coaching conversations?  There are several reasons:

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