We all have managers from our past that we think of fondly, as well as ones that we loathe. Going into management may make you anxious because you don’t want to be anyone’s bad memory. The best way to circumvent that is to learn the common mistakes every sales manager must avoid as you prepare for your new gig.
Setting Unrealistic Expectations
Setting unreasonable expectations is a typical error made by inexperienced sales managers. Regardless of the circumstances, you cannot expect salespeople to shoulder the load if you fall short of your yearly corporate goals.
Sales representatives may occasionally do the improbable, but a strong leader does not delegate responsibilities; instead, they do what they can to assist their team in a time of need. Hence, treat your salespeople courteously and set goals that may be difficult yet reachable.
As sales reps, we tend to identify what methods work for us and expect others to replicate them with similar success. However, that’s unrealistic because you can’t expect everyone to follow suit identically.
What works with your personality and demeanor might not translate to other team members. The best managers find each member’s strength and adjust accordingly.
Some managers may look at team members like they are emotionless pawns. They feel there’s no need to get personal because their attention should solely be on their job when they are on the clock. That’s a colossal mistake because everyone goes through turmoil in their lives, and a great sales manager should be a sympathetic shoulder to lean on. If you push someone to the brink when something is wrong with them, it could only worsen their ability to do their job.
One of the most evident symptoms of an unskilled or flawed leader is their propensity to blame others for their shortcomings. A strong sales leader accepts full responsibility for any pitfalls that may occur. A lousy leader, on the other hand, will deflect and blame others, particularly those who are their nemesis. So, if you want to assign blame for every hardship, take a step back and find a different route.
Does Things at the Beat of Their Own Drum
A strategy is essential to the success of a sales force. However, establishing protocol without first addressing the concerns and ideas of your sales staff is a formula for catastrophe. Good leadership will ask for opinions and then react. If your employees express concern that they’re taking on too many roles at once, you may find outsourcing for account management is the way to go.
Ignoring the concerns of your team may have disastrous consequences and sink their morale. A “my way or the highway” approach doesn’t accomplish anything except crushing the will for others to work for you. But knowing the most common mistakes every sales manager must avoid alerts you of any traps you might fall into.