Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus their responsibilities on selling as opposed to managing their sales teams.
Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Right? Wrong. Research suggests that the average sales leader’s tenure is less than two years, much shorter than the average tenures of most other management positions.
Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortunately, many managers are promoted from sales positions without the skills to effectively take on these new responsibilities.
Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple management styles. For example, one day you could be on ride-alongs coaching your reps, the next day, working on new territory plans for your team. So if you don't want to struggle in your role, here are seven management styles you must adopt to be successful.
One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Since the beginning, managers have dealt with a myriad of employee issues that require empathy and understanding. Unfortunately, many managers who were steeped in simply telling their teams what to do struggled as those messages fell silent. This was especially true with sales professionals who realized that they had many more employment options given the robust labor market (i.e., power had shifted from the company to the individual).
The great Resignation. Realignment. Reshuffling. Whatever you call it there is a lot of movement in sales organizations these days. Attracting and retaining talent is top of mind for most sales leaders we’ve talked to in 2022. One great source for sales talent hiring is new and recent college graduates: inexperienced, but bright and highly trainable. They represent the next generation of sales talent that will be entering the workforce.