The time that sales managers devote to developing their team's sales skills (coaching/sales training, etc.) usually differs quite a bit between different managers and companies. "Of my total working time, how much should I devote to developing my sales team"
Note that there is a difference between meeting/talking/managing your salespeople and focusing on trying to "train/educate" them to become more efficient. That is, increase their skill as a salesperson.
That said, the difference between managers can be quite large. The span can be anything from less than 5% to more than 30% of a manager's total work time.
The managers who are in the upper range usually adopt a coaching leadership in everything they do - hence the higher number. For these managers, the way of working is the same regardless of whether it is negotiation, tactical or strategic sales - the focus is on developing the salesperson in the long term.
Managers who invest more time - qualitatively and quantitatively - in their salespeople tend to have more successful and motivated sales teams.
Do you also have any sales questions that you are wondering about? Please send them to me. Good luck with the sale!
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