Are you spending so much time closing deals that you have no time left to coach and lead? Artwork

Sales Leadership with Jim Pancero

Jim Pancero has been influencing, guiding, and inspiring sales professionals in more than 80 different industries to increase sales, market share and profitability. Jim's combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home, provide even experienced sales pros who think they've heard it all, with strategies and concepts that work! Your sales team will be charged up and ready to go...and your company and customers will reap the rewards. Time with Jim is time well spent. Watch your productivity and profitability soar! https://pancero.com

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Sales Leadership with Jim Pancero

Are you spending so much time closing deals that you have no time left to coach and lead?

May 20, 2026 • Jim Pancero • Season 5 • Episode 2

0:00 | 1:17

Are you leading your sales team…or just acting as the head doer? Too many managers today personally spend so much time selling and closing business that they’ve little time to be a coach and leader to their team. Are your “doing” efforts preventing you from investing in the “leadership” efforts of your team?”

Are you, as the head of sales, acting more like the head salesperson personally handling the largest accounts closing the most business while giving little coaching help to the reps reporting to them?

What can you do to make sure you're not so busy selling and closing deals that you're ignoring your reps because you have no time to coach?

Today’s video discusses how you can become more of a “managing manager” and lead your team to selling success so they can sell even more!

As a leader of your sales team, are you spending all of your time negotiating with customers and making deals, closing business so that you have little time to actually coach and lead your people? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. One of the realities or frankly one of the challenges of a lot of companies, especially smaller organizations, is their sales manager really is more the head salesperson and has the largest accounts and is closing the most business and they also have a few salespeople reporting to them. The reality though is those salespeople can become orphans because the manager is so busy closing business, so busy carrying so much revenue, so busy keeping the doors open on the place that the sales reps have little time to be coached or helped. This is a tough challenge to be in, but the reality is we need to carve out more time to coach and lead your team, or else you'll never be able to increase the skills of those other salespeople so they can take some of the pressure off of you. What can you do to make sure that you're not so busy closing deals that you're basically ignoring the sales reps because you have no time to coach? Because if we can get you to do more coaching, bet you might even sell even more.