The Sales Manager's Model Week.
A manager with no fixed rhythm doesn't manage. They just react faster than everyone else in the room.
The problem
- The calendar is 100% reactive, every hour goes to whichever deal is on fire, so coaching and forecasting always lose to firefighting.
- 1:1s become status updates, producing no actual skill development.
- The manager becomes a bottleneck because every deal decision routes through them.
The model week: four blocks, budgeted before the week begins
- Coaching (30%): 1:1 skill-building tied to one specific behavior, not a status check.
- Pipeline & Forecast (25%): the weekly pipeline review and rolling forecast input, kept tight and dated.
- Deal Support (25%): intentionally budgeted time to jump into specific deals reps flag, not an all-day open door.
- Strategic & Admin (20%): territory, comp, hiring, and process work that never happens unless it's blocked in advance.