As a sales manager, your 2 most important resources are:

Time & Money.

Top producers get more money by default.

(If you have a reasonable compensation plan.)

But where do you invest your other resource?

It’s pretty common to see managers spending…

• Money on people producing.

• Time on people that aren’t.

And to a degree, this makes sense.

You can’t coach people if you don’t spend Time with them.

And people producing certainly enjoy their Money.

But both resources are important.

Both should be invested intentionally.

And Time shouldn't be reserved for people not performing.

Investing Time with top producers has a big return...
- Recognizing their efforts
- Understanding how they are doing
- Picking their brain on improvements to be made
- Learning more about their short & long-term goals