If your “player-coach” is also closing full-time, you don’t have a manager—you have an exhausted rep. ⏱️ Do the calendar math of real sales management: -Recruiting ~5 hrs. -Onboarding ~10. -Team meetings ~5. -1:1s ~5. -Coaching ~10. -Admin (reports, exec comms, email) ~5. That’s 40 hours before a single demo. When we cram management into the margins, reps stop getting coached, onboarding drifts, and hiring becomes reactive. Growth stalls—not because the market shifted, but because leadership was treated like a side-gig. If you want a scalable, consistent sales engine, protect the role. Either make sales management a true full-time seat or carve protected blocks on the calendar that no deal work can steal. Curious: where does your current sales manager spend the *most* time—and what would change if 5 more hours went to coaching each week? #SalesLeadership #SalesManagement #SmallBusiness #TeamBuilding #ScaleUp #LeadershipDevelopment