This PPT slide, part of the 14-slide Sales Force Effectiveness - Diagnosis & Correction Framework PowerPoint presentation, titled "Sales Manager Time Spent" provides a quantitative breakdown of how sales managers allocate their time across various activities. It presents two sets of data: the percentage of time spent on specific activities and a comparative analysis of two scenarios, labeled as "100% = xx hours" and "xx hours."

The left column details the activities, including reports, entertainment, travel, customer service, and coaching. Each activity has a specified range indicating the percentage of time typically dedicated to it. For instance, reports and business planning take up a significant portion, ranging from 5% to 20%, while entertainment and travel are lower, ranging from 10% to 20%.

The right column contrasts the time distribution between two different time allocations. The first scenario shows that 70-80% of time is spent on reports and communications, while only 20-30% is allocated to coaching. In the second scenario, the time spent on reports decreases to 45-50%, with coaching increasing to 50-55%.

The insights suggest that while the current coaching levels are adequate, there is a clear need for a shift in focus. Specifically, more emphasis should be placed on coaching related to account targeting and planning rather than execution. This indicates an opportunity for organizations to reassess how they train and support their sales managers, potentially leading to improved performance and outcomes.

Understanding these dynamics can help organizations optimize their sales management strategies and ensure that time is spent effectively on activities that drive results.

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