If sales managers could just put in an order for more time and have it arrive at their office door, all would be well in sales management. But that’s not reality. The reality is, sales managers are pulled in multiple directions every day, which often results in more reactive than proactive efforts. So if you aren’t going to be given more hours during the day any time soon, how should you spend the hours you do have?
According to a recent study by Dr. Adam Rapp of The University of Alabama, sales managers typically spend their time on four types of activities: managing sellers (32%), managing information (26%), direct customer interaction (23%) and administrative activities (15%).
Which of these activities do you think has the most impact on sales force performance? According to Dr. Rapp, time spent managing the sales team has the most significant positive impact on team performance. In fact, managing the sales team is the most important activity you can do as a sales manager.
While managing the sales team is the most important activity, it can also be one of the most challenging to fit into your busy schedule. Even if you can’t increase the amount … Read the rest