From the course: Sales Management. Simplified. (Blinkist Summary)

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Breaking habits as a sales manager

Breaking habits as a sales manager

- [Narrator] Blink number two. Managers need to break the habits they developed as salespeople. Most sales managers started out in the business as salespeople, this makes perfect sense, but since the role of a salesperson and the role of a sales manager require very different mindsets, a number of problems arise. Salespeople are taught to be selfish with their time. If they spend too much time assisting a coworker, their own sales will suffer. For managers, the opposite holds true. They're at their most effective when they're accessible to their staff and devote time each day to helping others in addition to completing their other management tasks. Now, this isn't the same as being a player-coach, where you keep transitioning between selling and managing. Many sales managers have attempted this dual approach, but be warned, it always results in their underperforming as both a manager and a salesperson. Sometimes a business…

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