Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header
Share for a Cause









Sales Management Training Tips: Sales Coaching vs. Admin?

Written by: Steven Rosen

Article Overview: After my last blog 5 Ways to Gauge Your Sales Managers’ Coaching, I heard from several clients. One VP of Sales loved the article and asked for copies for his Directors of Sales. Two heads of sales from different companies liked the post but did not want to send it out to their frontline sales managers because of my comment (see below) that coaching was more important than administration. Neither wants their sales managers to feel that it is OK to spend time in the field and avoid administration.

Free Download - A New Year in the Pharmaceutical Industry By Steven Rosen
Name: Email:

Sales Management Training Tips: Sales Coaching vs. Admin?

After my last blog 5 Ways to Gauge Your Sales Managers' Coaching, I heard from several clients. One VP of Sales loved the article and asked for copies for his Directors of Sales. Two heads of sales from different companies liked the post but did not want to send it out to their frontline sales managers because of my comment (see below) that coaching was more important than administration. Neither wants their sales managers to feel that it is OK to spend time in the field and avoid administration. "Like many of us, managers tend to spend their time on the activities they are the best at and most enjoy. A manager who focuses extensively on administrative tasks like submitting reports on time probably is less comfortable coaching. The manager who finds creative ways to get into the field and spend more time with sales reps probably sees the value of this time. Remember that administration doesn't generate revenue or help develop your salespeople and that time spent in the field improves your reps' ability to be the best they can be".

Both were struggling with individual sales managers who were not completing their administrative duties on time and they were tired of excuses. So by sending this article out they felt that they would provide an additional rationale for the sales managers to avoid completing their administrative work.

For the head of sales, managers not getting reports from their direct reports affects their ability to do their job -- hence their frustration with their reports that are not on top of their admin. I can certainly see their points of view and I took two key points away from our discussions:

  1. It is always important to manage your boss and keep them happy. Even though the administration doesn't generate revenue, the old adage that "the job ain't finished until the paperwork is done" holds true.
  2. It reinforces my article that a Head of Sales has little visibility as to how well his or her managers coach. Given that lack of visibility, frontline sales managers can be poor coaches but perceived as good managers by their bosses.
The intended message of my blog was that coaching is the No. 1 management activity that drives performance. In fact, going from good coaching to great coaching can increase sales by 19 percent. The long term impact of developing and retaining your salespeople is critical for the extended success of a sales organization. Given my experience with coaching many sales managers I find that coaching skills are an area that even the most successful sales manager can improve upon.

The message? Great coaching = great performance. Getting the paperwork completed = happy boss.

Do both and be great and happy!

Related Articles
  Can’t Get the Meetings You Want? 10 Tips to Give Your Admin
  Traditional Sales Training is a Waste of Time and Money!
  Is marketing about getting organised?
  What you should know before you invest in a sales training program.
  Is Your Sales Training Missing These Ingredients?

Home > Sales > Steven Rosen > Sales Management Training Tips Sales Coaching vs Admin
Article Tags: administrative duties, administrative tasks, administrative work, blog, boss, different companies, frustration, individual sales, job, li li, ol type, old adage, paperwork, rationale, sales managers, sales reps, salespeople, two heads, vp

About the Author: Steven Rosen
RSS for Steven's articles - Visit Steven's website

Steven Rosen, MBA is the founder of STAR Results. STAR Results is a sales management training and coaching organization dedicated to developing great sales managers. Steven's works with sales executives to; hire top performing sales reps, develop a team of top sales managers and achieve greater personal and professional success.Steven's mission is to inspire sales leaders, managers and sales people to achieve their full potential. When you hire Steven, you get Steven. He personally works with a select group of clients and their management teams. He thrives on working directly with his clients and helping them to achieve greater personal and professional success. Steven knows sales -- inside and out. He's been in the trenches and commanded the troops. Steven builds high performance teams, mentoring senior sales executives and front line sales managers to grow their businesses to new heights. Steven has over 15 years of executive experience.

Click here to visit Steven's website
Dashed Line

Sales Management Today
More from Steven Rosen
New Sales Leadership Paradigm


Related Forum Posts
Online Sales and Marketing vs Traditional Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Seek Venture Capital & Funding Seek Venture Capital & Funding - Hello, Greetings from India. I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample. I have a basic outline for an offshore company. 1. Technology - like Microsoft Dot Net, Java, LAMP 2. Talent Team - Found Good Technology Developers. 3. Where I can get the leads/potential customers - Leads have been identified who are willing to move forward offshore projects. 4. I do not have resources like funding. It is a very critical factor to me Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc. Services: Offshore Software Development Company. Offices to be located: Hyderabad, Andhra Pradesh, India and USA. Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain. Seek your further questions and help. Thank you, Best Regards, Jayapratap.
New Small Business Topic New Small Business Topic - Hello everyone, I'm on the lookout for new topics to add to my site. We just launched a Franchising section and are planning Human Resources section. Do you have any thoughts for a new section? Here's a list of what we currently have: Angel Investors Branding Bank Loans Business Coaching Business Plan Franchises (New) Insurance Legal Marketing Public Relations Sales Small Biz Loans Venture Capital
Hello From Marietta GA! Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.



Featured Article


Bottom Footer
Share for a Cause












Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

Adjusting Your World

The Biggest Domain Name Myth

What Aweber Can Do For Your Online Business

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.