The 7 Biggest Mistakes Sales Managers Make
As a Sales Manager, you make dozens of decisions every day that affect your customers, your salespeople and, of course, yourself. So, from what mindset are you currently making your decisions? From the mindset of a salesperson, or the mindset of a manager/leader?
You might be quick to answer "manager/leader". But are you sure? Have you ever made a decision that felt right at the time you made it, but didn't turn out the way you expected it to? Sure, we all have.
If you are to achieve your full potential as a Sales Manager, many of the decision-making habits and mindsets that served you well as a peak performing salesperson must be un-learned and replaced by a new, managerial mindset. And, you need a comprehensive managerial game plan, complete with the tools necessary to implement it.
So, let's look at the 7 biggest mistakes Sales Managers make:
#1: New sales managers fail to recognize the complete change in mindset necessary to transition from a successful salesperson to effective Sales Manager.
Many of the decision-making habits and mindsets that served well as a peak performing salesperson must be un-learned and replaced by a new, managerial mindset.
#2: Don't see coaching, the ongoing development of their salespeople, as the #1 priority.
The most successful Sales Managers are the best teachers.
#3: Failure to implement and manage a performance standards system that identifies and enforces behavior, activity, and results expectations in clear terms.
There is a disconnect between how your dealership defines the salesperson's job and how your best salespeople have re-defined it. Carefully observe your top producers, and re-define for your team what constitutes sales excellence. It's more than a number.
#4: Unwilling or reluctant to confront under-performing salespeople.
Why is it that so many Managers who are aware of a performance problem fail to confront the lagging salesperson in such a way as to change their behavior?
#5: The failure of the 80/20 Rule: spending 80% of the time with the bottom 20% of salespeople.
The key is to spend time with the middle group, "your emerging contributors")
#6: Failure to re-energize senior salespeople who have become "stuck in a rut".
Salespeople who have "lost the fire" are salespeople who have lost sight of their goals, so you must help them see their future more clearly.
#7: Inconsistent recruiting and selection program.
You can't grow without good people.
Keep in mind that being a Sales Manager is a special gift. You have the opportunity to develop people and grow a department. It's not an easy job. If it was, everyone would be doing it. But since it's you who has taken on this wonderful responsibility, make the best of it.
To find out more about Mike Whitty and Salesperson, Inc., visit www.mikewhitty.com and www.slpinc.net.
Reprinted with permission from: Mike Whitty and Salesperson, Inc. (800) 453-2787. |
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