Productivity Centre

(And Why Most of You Are Doing It Spectacularly Wrong)

I was in Singapore last month when a sales manager named David said something brutally honest: "Frank, I spend my entire day firefighting, attending pipeline reviews, and updating forecasts for my boss. When exactly am I supposed to manage my team?"

The room went silent. Then everyone started nodding.

Here's the uncomfortable truth: Most sales managers aren't managing.

They're glorified administrators with fancier titles and higher blood pressure.

The numbers prove it.

Only 28% of sales reps hit their annual quota — the lowest in six years.

Meanwhile, 70% of B2B reps missed quota in 2024. That's not a rep problem. That's a management problem.

The £100,000 Mistake: Managing Activities Instead of Coaching Outcomes

Here's the biggest mistake: Managers track calls made, meetings booked, emails sent.

All measurable.

All documented.

All utterly meaningless if your reps don't know how to actually sell.

Two-thirds of salespe...