How your sales managers can become more productive

03/20/2013 | TopLine Leadership Blog

Many sales managers concentrate on helping their best sales representatives close big deals, but that's not a wise use of time, writes Kevin Davis. "Sales managers will get much more leverage from their effort if they focus their sales coaching on where it will have the biggest impact -- helping 'B' salespeople in competitive territories, for example," Davis writes. Sales managers should embrace leadership responsibilities and focus on effective time management, he writes.

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