Time spend managing the sales team is vital…sometimes it can feel like it’s a never ending task, and there is no doubt that occasionally this is true. The aim of a good sales manager is that they get the sale team up to optimum and consistent performance, and then let the sales team do their job whilst remaining accessible should help and support be needed. On an ongoing basis, there should be a program of accompanied visits, coaching and mentoring. In between times the sales team should be provided with meaningful and accurate data regarding their performance…then, as in the real world, they can have a high degree of responsibility for how they spend their time, resources and therefore have full control of how they perform. In the best managed sales teams, it is often a characteristic that the sales management do not hold the sales team to account on a minute by minute basis, but are there for the self evaluation and support of the sales person. Carol Griffiths carol@mortonkyle.com www.mortonkyle.com 07790021885