Many sales managers struggle with how to “lead from the trenches” and get into the nitty gritty, supporting their teams at a tactical level.
It can be a challenge when you’re pulled into meetings with other departments like finance, operations and marketing and it’s harder to be readily available to reps but it’s important to be on the floor to give real time advice and feedback.
Why is this so effective? It’s helpful for reps to see and hear their manager giving advice that they can use themselves even if it’s not directed at them. It helps to keep energy levels up on the floor. It helps to show reps that the manager isn’t afraid to get involved and it shows the manager is accessible to the team. Reps don’t feel supported by a manager that tries to lead from their office or hides behind their dashboards and spreadsheets.