Now that we’ve covered how to give your managers a boost post-SKO when it comes to what tools they need to succeed, and how they can skyrocket to sales training success, it’s time to talk about the elephant in the room. When are they going to do all this? And so we dive into part three, post-SKO time management skills for sales managers.
Most sales leaders have high expectations for their sales managers, and they should. But with so much on their plates, you may need to help nudge them in the right time management direction.
To help your sales managers understand how to best manage their time, you first need to understand where their time is spent. In other words, exactly what are they doing day-to-day?
Don’t worry, we’re not asking you to start tracking and observing everything your sales managers do. Luckily for us, Dr. Adam Rapp of The University Alabama did all the work for us, and says the average breakdown looks a little something like this:
Now you know what your sales managers are doing, but what should they be doing is the real question. Rapp’s research also showed that time dedicated to managing the sales team has the most significant positive impact on overall performance. In other words, if you want your team to perform better (I think we all do), you should help your managers actually manage them.
How to Help Your Sales Managers Invest More Time Management
You know your organization will perform best when your sales managers dedicate more time to managing their teams, but how do you help them get there? If they’re already drowning in projects, they need your guidance to prioritize and make the time for what actually matters.
Explore each of the examples listed below and consider whether they’re a potential opportunity to save critical time within your organization:
Is your organization actually using all the data from reports that are being generated?
Your sales managers could be spending hours generating reports that no one analyzes. Streamline their process by automating the reports using technology, like your CRM, and also boil them down to what you actually need. More reports doesn’t mean better reports, you should actually need and use what your managers are generating to improve processes and decision making.
Are your sales managers still handling most of their day-to-day admin tasks?
Your sales managers are having to spend a bulk of their week on mindless admin tasks. Help them offload admin activities to your sales administrative assistant. Don’t have one? It may be time to add this new hire to your team.
Is your company calendar booked up with weekly, biweekly and monthly meetings?
Your sales managers might be spending 90% of their week tied up in meetings. This could include standing meetings that have been happening for months and are scheduled indefinitely, or meetings that aren’t even bringing value anymore. Complete an audit of all standing meetings and ditch the ones that aren’t worth it. For all the meetings that are left, implement a strict agenda policy to increase efficiency and cut down on the time needed.
Are your sales managers using productivity strategies like time blocking to schedule core management functions?
Your sales managers are going through their days without any productivity strategies. Help them implement a prioritization and scheduling process that works for them. Try time-blocking to help them dedicate portions of their day, or week, towards critical management functions.
Now that SKO is over and you’ve loaded up your sales managers with new initiatives, you need to help them improve their time management skills so they can actually complete everything. Finding more time means taking a critical look at your current processes, and guiding your sales managers to make the right choices.
Dive into time management and help free up your sales managers so they can kick butt at managing their teams.
Did you enjoy part three of our post-SKO series? Check out part one, where we focused on the right tools your sales managers need, and part two, where we explored how your sales managers can succeed at sales training this year.
Want Even More on Sales Manager Tools?
- 4 Essential Sales Manager Tools to Lock Down Post-SKO
- How to Help Sales Managers Successfully Coach After SKO
- The 5 Deadly Sins of Sales Coaching