A new school year is almost here, which means thousands of teachers across the country are setting up their classroom and preparing for a new batch of students. It’s a job I don’t envy. Corralling 20 or more kids into the right place at the right time, getting them to follow a process, leading them all toward a common goal – those are challenging tasks.
Being a sales manager isn’t much different, though. In a lot of ways, grown-ups are just bigger versions of children. They like to rebel against leadership, especially leaders they don’t trust or respect. They question strategies that they don’t understand or don’t agree with.They’re sometimes driven by emotions and they can often make questionable decisions. As a sales manager, you’re managing people as much as you’re managing the sales function.
Being a great sales manager isn’t easy. It takes years of experience and practice. It takes a lot of trial and error. You can advance your development, though, by at least avoiding the actions and habits that make the job more difficult.
I can’t definitely say what will make you a great sales manager and what will take your team to the next level. That depends on your market, your specific challenges, and the people you have on your team. When I consult with sales organizations or coach sales managers, I go through a thorough due diligence process before I prescribe recommendations.
However, there are some things that I can say with 100 percent confidence will make your job more difficult, and may even restrict sales. Below are four of the policies and management techniques that frustrate salespeople the most. I’ve seen these issues more times than I can remember during my 30-plus years of sales leadership and consulting. [Read more…]