Great Sales Managers are aware, that business cannot be run by Instant Messaging groups, text messages, excel sheets and calls from the coordinator. It has to be run in auto-mode so that the sales person is focused on value added activities.
They border on fanaticism towards the adoption and usage of automated cloud based tools. They set up methods for training online. They set up tools for collecting daily business critical data. To forward leads and track them through the life cycle. For customer relationships.
They train the sales people on these tools and drive usage. They even review the sales person only based on these tools and the metrics it provides.
To an extent, they resist random activities. They do not constantly ask for team updates, make up plans, day wise commits etc. except those provided by the tools. This ensures that the maximum time is used in sales, rather than backend processes.