The calendar ate my coaching

“The key is not to prioritize what’s on your schedule, but to schedule your priorities.”
— Stephen R. Covey

It’s the grown-up version of “the dog ate my homework,’
and it may be costing your organization more than you think.

Coaching is one of the most important things sales leaders can do. So why is it one of the things they do least consistently?

Many companies track sales call activity, but few track coaching activity, which our partners at Level Five Selling say is the fastest path to revenue growth.

We’ve all been there. Meetings about meetings. Updates that could have been emails. Calendars so packed there’s barely time to grab lunch, much less coach someone.

In his new white paper, Give Sales Leaders Their Time Back, David Pearson, CEO of Level Five Selling, points out an uncomfortable truth: We keep telling leaders to coach more while filling their days with things that keep them from doing it.

His challenge? Cut corporate meeting time by 50%. Share information beforehand, make meetings more purposeful, and give leaders back the hours they need to develop their people.

For those of us in talent development, it’s a useful reminder. Teaching managers how to coach is one thing. Making sure they actually have time to do it is another.

Maybe it’s time to take a bite out of those calendars.

Question of the week: If coaching is a priority in your organization, do your leaders’ calendars reflect that?

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One great thing for 11.10.26 – Give Sales Leaders Their Time Back – Could cutting meeting time in half create more opportunities for the coaching that drives performance? This new white paper from David Pearson, CEO at Level Five Selling, makes the case and offers a practical 6-step plan.

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