How Should You be Focusing Your Time as a Sales Leader? Part 2 of 12

As sales leaders, are you doing actual sales training EVERY week to help your team grow?

Ask yourself these questions:

  • Am I training my people how to manage their time?
  • Am I training them how to close?
  • Am I training them how to leverage online media to build their brand to generate more leads?

It is one of the most important and best uses of your time to do continuous training for your team if you are a sales leader.

I’m excited to share with you the second income producing activity that as a sales leader or sales manager you should be focusing on. When I talk to sales managers, what I often hear from them when asked how often they train their team, they tell me every week, once a month or their team is established and don’t need to micromanage, they’re good.

Actual sales training with your team. Many leaders put a lot of time and effort into onboarding a new rep, but once that team member is on-boarded, they’re on their own.

If a leader looks back and wonders, “Why are my people not flourishing? Why are they not trying new things?” It is because one of the things that you should be doing on a weekly basis is conducting actual sales training with your team.

At Southwestern Consulting, every Tuesday and Friday we have an hour-long training call. We are sharing the good news, testimonial stories and we’re training on something specific to either selling or delivering our sales coaching.

Ask yourself these questions:

  • Is my training schedule dialed in?
  • Is the training just on product and what we sell or is it actually HOW to sell it?
  • Am I training my people how to MANAGE their time?
  • Am I training them how to CLOSE?
  • Am I training them how to leverage online media to build their brand to GENERATE MORE LEADS?
  • What resources am I giving them to IMPROVE?

The day we stop learning is the day we start dying. If you’re not continuing to train them, then their energy, their motivation, and their enthusiasm are going to die slowly.

I am happy to come in and do complimentary customized training for your team. You can connect with me at and fill out a form so we can talk about setting up this service. Also, I have many videos on my blog that you can use as a resource for training your team. I want to help you amp up this income producing activity in your weekly schedule.

Stay tuned for my next video because I’m going to share with you the third thing you should be focusing on as a sales leader.


For more free insights and inspiration on taking action and achieving your goals – or to request a free call with Elyse go to

Elyse Archer is a certified Top Producer Consultant Sales and Leadership Coach. She specializes in teaching ethical sales techniques and strategies that individuals and teams can use to immediately grow their sales. She has trained hundreds of sales professionals and business owners on how to build a strong personal brand that attracts ideal clients. Her life philosophy and training style are both centered around the wisdom of Jim Rohn, who stated that “In order to have more, you have to become more.” She hosts a weekly podcast “The Wise, Young Leader” that you can listen to

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