Moving into the role of Sales Manager is a challenge for everyone. Most people struggle, and if you aren’t struggling, perhaps you should be worried. Often, new managers don’t get great coaching from their managers. Often, new managers don’t pay attention to the coaching they get from their managers.
Too often, new managers rush in to change things–because they think that’s what managers do.
Too often, new managers rush do the things that made them successful in the past–sell! But selling isn’t the job, maximizing the performance of the people who do sell is their job. As a result, they aren’t doing what they should do or the things that their people most need them to do.
