If you are a sales manager reading this, I would ask you to look at your calendar for the last two months and determine where you are spending most of your time?

·        Problem Solver/Administrator % time

·        Business Resource % time

·        Strategic Coach % time

How much time have you blocked off for one-to-one coaching with your lower performers based on your calendar?

Back to the client I introduced in the beginning. Regardless of our recommendations, the company’s sales managers were still only spending approximately 20 to 25 percent of their time in the field coaching as a Business Resource. During a training session in which I was trying to encourage them to spend more time in the field coaching their teams, I wrote down the following statement: “You can determine what you value by where you spend your time.”

If you think about it, it really is a truism! If I believe in coaching my sales team, I will spend time coaching. If I believe in staying healthy and in good shape, I will spend time exercising. If I believe in continuous improvement, I will spend time learning and reading up on new insights.

But the most important key I learned from writing that down was how impactful it was for me personally. You see, at the time of that reinforcement session, I was on a business trip, like I had been most of this year. My wife jokes that I have been home less than 25 percent of the time. Part of that is planned (I lived in Minnesota and preferred to be away as much in the winter as possible) and part of it was by necessity (numerous new clients needed my help).

In conclusion, just like my realization that I needed to spend more time at home, my hope is that somehow sales managers realize that their teams need them to step up. They need to spend more quality time coaching their teams to performance improvement. At a minimum, be that Business Resource.

Question:  Are you spending your time on what your value most? Provide an example.


Scott Anderson is a founding principal at Diamond Performance Solutions LLC and RevenueForce LLC. He is co-author of the book Reignite- How to Rekindle Your Passion for Selling. Scott spent his entire career-more than twenty-five years selling, managing salespeople, and providing sales consulting, training, and coaching to some of the biggest and best sales organizations in the world. He has worked with leading organizations including 3M, IBM, Cargill, UnitedHealth Group, Carlson Companies, Andersen Windows, Wells Fargo and The Hartford. He has authored numerous articles on sales effectiveness. He resides in the Twin Cities of Minneapolis/St. Paul. Office Number 612-961-1778 email: sanderson@diamondpg.com