3 Common Mistakes Sales Managers Make
A sales team can only be as effective as the person managing it. A good manager can maximize the efficiency of his sales team and prevent unnecessary friction between sales executives. Poor sales management can actually make things worse for the team and adversely affect profitability. Here are 3 common mistakes sales managers make. Avoid them like the plague!
MISTAKE #1: NOT BEING ACCOUNTABLE
The worst and perhaps most common mistake sales managers make is to put the blame on another person or the whole team. Whether it is general underperformance, a missed opportunity, unmet targets or a major customer walking out, as a leader you must be accountable for your team and shoulder some responsibility for their actions and behavior. Sure, look into the finer details of what went wrong and who did it, but never detach yourself from the crisis. Help provide a solution.
MISTAKE #2: NOT GIVING GUIDANCE
As a team manager, you are not just giving orders and instructions- your role as a coach, guide and mentor are equally important. You must take it upon yourself to develop the team, play up their strengths, tackle their weak spots and make them see their full potential. You need to create an environment where people can learn and grow.
MISTAKE #3: NOT BUILDING RELATIONSHIPS
Given the kind of focus we put on relationship building in sales, our blog may even use the word ‘relationship’ more often than a dating site! The relationships you create with your team are as important as the sales relationships they create outside. Many managers fail to get to know their team because they are always managing and dealing with the things on the surface- numbers, targets, chasing new prospects and digging up old customers. You need to have a relationship with your employees beyond the daily grind. Get to know what is going on, understand what they are struggling with, and what may be happening outside the realm of work. The really good managers are the ones who invest time in their employees beyond the office. Hanging out after work, helping them out when they face a difficult situation- all these things matter. When you only deal with people on a professional basis, they may feel you view them as a means to an end.
When you manage your team with head and heart, you are bound to have a happier sales team, and better output!