Your managers are either multiplying performance or quietly leaking revenue.
Too many sales managers look busy…
But if you dig in, they’re managing reports, not performance.
Here’s what separates strong sales managers from those "just along for the ride":
😎 They coach every week—not just when deals go sideways
😎 They own the number, even when the team misses
😎 They remove blockers, build pipeline, and develop their reps
😎 They bring issues to you with solutions—not excuses
If you're not inspecting this regularly, you're gambling with growth, and you are part of the problem, my sales leader (or founder / CxO) friend.
The fix isn’t complicated:
✅ Set clear expectations for manager behavior
✅ Track KPIs tied to manager effectiveness
✅ Hold weekly performance check-ins
✅ Give direct feedback—and require follow-through
✅ Enforce real consequences when leadership fails
✅ Coach your sales managers regularly (yes!)
If your managers aren’t driving performance, they’re in the wrong seat.
Small improvements with sales managers can, and will, impact the entire team and give that revenue boost you are in need of.
Want the accountability framework we use with sales orgs that only employ effective sales managers, and hit their plan more than the teams that don't?
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Lori Richardson is Founder & CEO of Score More Sales, a top B2B sales strategy firm helping mid-sized companies grow revenues by solving key sales issues - like recruiting, retention, building an inclusive sales team, process, pipeline, and leadership. Lori is also the President of Women Sales Pros - a community created to increase the number of women in sales, as well as in AI-powered and sales leadership roles. She speaks to CEOs on topics such as sales growth, the power of mindset, and the importance and value of a strong sales culture. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Salesforce named Lori a Top Sales Influencer in 2021 -2025. Lori has been named a top sales influencer over the years by LinkedIn as well as many other companies and organizations. Her book, She Sells is on hiring more women for B2B sales roles. Subscribe to the award-winning blog, follow her on Instagram, X, and LinkedIn – plus elsewhere here.