Congratulations! Your natural leadership ability and your success in sales has led to an opportunity to manage a sales team. What do you do next?
Many years ago I found myself in the same position. I was a top performing sales representative and team leader, so naturally that meant I should become a sales manager. It was a good idea, I had a lot of ideas on how to improve my sales manager and senior leadership, so why not take a stab at the job?
On the Monday morning that I took over and stood in front of the group that only last Friday I was part of, a realization crept over me. I have to pay my mortgage with this group?
What happened next was a series of hard learned lessons about the difference between selling and managing. A decade later I started believing that promoting a top sales person into management was a terrible practice. A decade after that I knew it to be absolutely true. Now, with the shift in buyers habits that requires sales people to be equally adept at marketing and marketers to be good at sales, it’s even more important that managers are developed using a different criteria.
This teleseminar is a result of working with a client who listened, agreed with me, and said, “Greg, I agree. Today I have 3 managers that were my top sales people and they are struggling. What can we do right now?”
Five Things I Wish I Knew
We started with training. This teleseminar covers five things I wish I knew on that Monday, so many years ago. It would have flattened my learning curve, and sped up results for my employers.
Listen to it, and if you have questions about your specific situation, let me know. I’m happy to help you with examples that relate to your business and your unique set of circumstances.