Worksheet · Sales Effectiveness Health Check
Write the sales manager's job and cap their accounts
It prints on A4 with room to write.
Many sales managers are the best rep with a bigger patch and a title. This sheet writes the job down and frees the hours to do it. It builds the Competent step of the check:
The manager's job is written down as coaching, planning, reviewing and removing obstacles, and their own account load is capped so they can do it.
Step 1. The job on a page
| Part of the job | What it means here | Hours a week |
|---|---|---|
| Coaching | Joint calls and debriefs with each rep | |
| Planning | Patches, call lists and account plans, with the reps | |
| Reviewing | The weekly and monthly numbers, rep by rep | |
| Removing obstacles | Pricing, stock, credit and service problems a rep cannot fix alone | |
| Own accounts | ||
| e.g. Coaching | Two joint calls a week, rotating through the team | 8 |
Step 2. Cap the account load
| Manager | Accounts held now | Cap | Accounts to hand over | To which rep | By when |
|---|---|---|---|---|---|
Step 3. Check the calendar a month later
| Part of the job | Planned hours a week | Actual hours, from the calendar |
|---|---|---|
| Coaching | ||
| Planning | ||
| Reviewing | ||
| Removing obstacles | ||
| Own accounts |
If own accounts still take the most hours, the cap has not held.
Done when: the manager's job is written as coaching, planning, reviewing and removing obstacles, and their own account load has a cap that holds.
Adapted from our own sales-organisation reference (PSP, 2011).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.