New sales managers are often tempted to spend time closing deals rather than offering coaching to their team of sales representatives, writes Janet Spirer, co-founder of Sales Horizons. This strategy might produce "a short-term high, [but] the long-term consequences are mostly negative," she writes. Sales managers should ask themselves whether they have put in the time it takes to learn how to coach and whether their representatives are being as productive as possible, she writes.

Related Summaries