Sales managers, are you focused on building a great sales team or making the numbers. What is the first thing you do every morning; look at the Salesforce.com CRM dashboard or ask members of your team how they are doing? Do you focus on the numbers or focus on your people? How much of your time is spent managing activity vs coaching people? What keeps you up at night; missed quota or a frustrated account executive.

The numbers, new clients, increased pipeline, number of calls, appointment set, client retention, upsells, all come from people. If you aren’t focused on your people you’re focused on the wrong thing.

Sales Managers, what are you focused on?