The first problem with today's title is the "5" in "Top 5."
They are not the 5 on which most sales managers spend their time, so let's begin with the sales management practices on which most sales managers actually spend their time. By the way, that's how so many "best practices" (that aren't) actually get published. Authors ask (in this case sales managers) how they spend their time. The answers that are most often reported become best practices. So I repeat, the first list does not contain best practices, but includes those activities on which most sales managers spend their time.
The 5 practices, which aren't best practices, on which sales managers spend their time:
- Putting out fires
- Creating, reading and distributing reports
- Closing deals for salespeople
- Teaching (not coaching, but lecturing)
- Coaching (should account for 50% of a sales manager's time)
- Accountability (to KPI's, pipeline and sales process)
- Recruiting (on-going process of upgrading the sales team)
- Motivating (more and more salespeople are not money-motivated, so this is more important)
- Development (grooming a replacement)