Improving Sales Productivity | Part 2: Helping Sales Managers Find More Time For Coaching

In part one of this two-part blog series on sales productivity, we looked at how salespeople are spending their time and what sales operations can do to give them time back. Today we’ll take a closer look at how sales managers are spending their time and how sales operations can help them find more time for coaching.
Last week we shared how sales professionals are spending two-thirds of their time on non-selling activities. So how are sales managers spending their time?
Sales managers spend twice as much time on internal navigation and reporting as on coaching their teams. (Click to tweet)
First, let’s look at the time spent on coaching. According to our 2018-2019 Sales Performance Study, sales managers spend 14.2% of their time coaching their teams. If we do the math, this means 14% of a 40-hour week equals 5.6 hours. For a manager with eight sellers on their team, that would