That’s a jaw-dropping statistic on many levels. This retention rate can completely disrupt a sales team. For this reason, many sales teams never gain the momentum needed to reach scalable success. But is it really that surprising? Or are sales managers being set up to fail from the outset?
How are Sales Managers Being Set Up to Fail?
There are several factors that play into sales managers not sticking with their team. Too often, managers are promoted for the wrong reasons to start with. Sales or managing directors often decide to promote their best salesperson. They may fear the successful, hungry, ambitious individual will leave as there are limited growth opportunities available.
On top of that, new managers receive inadequate training and support. Many assume that strong sales skills correlate with strong sales management skills. However, the best salespeople do not always make ideal sales managers.
They can sell, but are they prepared to build, lead, grow and manage a team? Do they have the humility to lead by example?
Sales courses do not prepare someone for leadership. Giving someone the title of sales manager without the appropriate training and development is setting them up to fail. In reality, you’re setting your whole sales team up to fail. When your management is ineffective, your entire sales team will be unsuccessful.
3 Key Sales Management Skills for Success
On the other hand, sales managers that are properly recruited and trained are exactly what sales teams need. New sales managers recruited for valid business reasons embark on an incredible journey through which they grow and develop exponentially – as long as they receive the appropriate training, coaching and continuous support. How can you set your next sales manager up for success? Let’s look at 3 key sales manager skills that you should instil so that they will be ready to effectively lead a successful team.
The key to differentiating good sales manager candidates lies in understanding their motivation, mindset and methodology.