In this video, learn why top sales people often fail as leaders, why your passion for customers may get in your way, and why the enthusiasm that worked with customers may have a chilling effect on your team.
- All great salespeople do not necessarily make great sales managers, so why is that? Well, there are a few things that make for a great salesperson that can actually get in the way of sales management success. First off, as a salesperson, you know how you did it, and how you did it worked, that's why you're here. But keep in mind, there are a lot of different sales approaches that are effective for a variety of salespeople, so be open minded. You're not trying to create a team of clones, you want a diverse team that will win business.
You know, the second thing that often happens to new managers is you may be annoyed by the amount of administrative work that you've just come into. Being in the field can be exhilarating, being chained to email, not so much. If you're a gregarious expert, you're going to have to create systems for handling admin work. Now, the last reason great salespeople often don't translate into great sales managers, and this is one of the hardest lessons to learn, is there are a lot of differences in skills.
You were promoted because you're good, maybe you're even great, and your expectations are probably very high. This is a good thing, but you need to recognize not everyone is going to have your same level of performance. One of the surprise that many new mangers discover, and it's not a very pleasant surprise, is there are a lot of variations in performance. Things that you assumed were standard sometimes aren't, but don't get discouraged. If you're thinking right now, oh my gosh, I'm in over my head, why am I even here? Relax, odds are if you upscale yourself on just a few things you can be successful.
Now, they might not come as naturally to you as your last sales position, but you can do this. The fact that you recognize that you have some challenges and that you're here in this course proactively trying to improve, well that alone will put you ahead of a majority of sales managers, some of whom may have even been in this position longer than you. So, let's talk about what you can do to combat the challenges that I've just mentioned. So, the first thing is to remember that the enthusiasm that won you customers may not have the same effect on your team.
I want you to think about some of your best bosses, they're excited, yes, they're also even-tempered and level headed. So, your job as a leader is part pep rally, but it actually goes beyond that. Because see, your team is going to look to you as a calming force, as someone who knows how to handle challenges. So, focus on reading situations and recognize an upbeat attitude can be good, but being too over the top, it can be exhausting, especially if you have some more introverted people on your team.
Now, the second thing is, focus on the fact that this is a very different role, there's going to be administrative work. When you started your sales career, there were probably some aspects of the job that you didn't absolutely love. So when it comes to admin work find someone, a peer, someone who is good at getting these types of things done, and ask them for tips. Because you see, you have the opportunity to create a killer sales team and you could add more value to a larger group of customers, so you want to get the admin part of your job done as painlessly as possible.
And the last thing, when you look at the performance of your team, one of the things that you want to make sure you do is schedule enough open time in your day to coach them. According to Revegy, companies with reps who received less than 30 minutes of coaching a week have a win rate of 43%, but companies where reps are coached more than two hours a week have a win rate of 56%. So, do the math on your team and figure out the way that would affect you, it's huge.
So, as a new sales manager, set high expectations, make them clear, but don't make the rookie mistake of being easily frustrated. Coach your team, be constructive and be patient.
- Understanding your role
- Setting the tone as manager
- Recruiting the right people
- Dealing with inherited bad talent
- Making sales meetings count
- Working with marketing, accounting, and product
- Communicating with senior leaders
- Dealing with failure