Your reps can't get a full-time opportunity from a part-time leader. Most small business owners running a sales team do it in the gaps. A few hours a week, squeezed between operations, clients, and everything else. Meanwhile, the team still needs recruiting, onboarding, team meetings, one-on-ones, coaching, accountability, communication, and reporting. The problem usually isn't the reps. It's the time. When the owner invests only 3 to 5 hours a week into the sales team, the reps can't get the best opportunity possible, and that shows up in retention. That's why sales management is a foundation of rep retention. Even if you only want 2, 3, or 4 reps, you won't want to run the company and the sales team long term. This week, list every sales team responsibility you currently handle yourself, and next to each one, write how many hours it actually gets. That list is the starting job description for your first sales leader. If you're building a commission-based sales team and want it ...