Lead Lines

Three Big Mistakes: Sales managers should avoid these

It is not always easy being the leader of a sales team. Sales managers are often under-trained and expected to know how to translate what they learned as a rep into leading a team. By avoiding Dave Kahle’s “Three Most Common Mistakes Sales Managers Make” from salesgravy.com, managers can find more success. His findings on leadership flaws include:

1. Lack of a focused sales structure. “Many sales structures are vestiges of years gone by, the legacy of salespeople who may not even be with the company today,” Kahle writes. The way a company’s sales department operates should be constantly reviewed and perfected.

2. Lack of reliable feedback for the sales reps. It is common for sales professionals to be overwhelmed with all the demanding aspects of their job. Managers can ease this tension and help them grow by offering constructive feedback on a regular basis. Regular coaching and reviews of performance can help reps keep their sense of direction.

3. Lack of sufficient training systems. Sales managers must take responsibility to fill in the training gaps left by their companies. Not all companies have specific entry-level courses for reps, so it falls upon the manager to prepare them for the challenge.

“While there are as many other management miscues as there are sales managers, these three are the most common. Address them, and you’ll be well on your way to outstanding success in sales management,” Kahle says.