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Top Reasons Sales Managers Fail

Thu,Dec 05,2013 @ 04:18 PM

Top reasons sales managers fail

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  1. The inability to teach- Managers are usually promoted because of their superior skill, but they need to learn how to communicate those skills to their staff in order to coach and train them 
   2.They lose touch with reality- Being a manager does mean less everyday selling, but it comes with more responsibility.  As a manager, you have to know what is going on with your team
  • Some ways to do this are riding along with your staff, calling on customers, and spending time discussing issues and coaching your staff to overcome issues.
 3.They want to be everyone’s friend- Everyone wants to be liked, but along with being a managers comes the expectation that you are no longer “one of the guys.” You are the leader and should act like one.
  • Some ways to do this are to set clear expectations and stick to them. This way your team will know what to expect and knows that there are no exceptions. 
  • Also, build rapport with your team, relationships should shift into one of a coach and team member instead of coworkers. Spending time getting to know your staff and coaching them to success will turn you into a well-respected and well like manager.
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Tim Hagen

Written by Tim Hagen

Tim Hagen founded Sales Progress, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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