MnS Coaching

Discover essential sales management strategies that can elevate your business to new heights. Visit our website for expert tips and resources that will empower your team and drive success.

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Small and mid-size company owner mistakes - Sales Management # 1

The MOST COMMON mistake they make is promoting their best sales person to be the Sales Manager/VP of Sales. Walter Crosby and Jim Muehlhausen would certainly agree.

This decision mostly comes with the promoted sales person ALSO keeping their territory sales responsibility too. Now we have a person who has split responsibility and focus.

First and foremost, their comfort level is selling. Losing any sales momentum results in unearned income. So naturally focusing on the sales team comes second.

The majority of sales people promoted like this don't have professional management background. Thus, their tendency is to attempt to clone the sales team to sell like they do. After all, its been successful for them.

This typically causes resentment. Followed by a dissatisfied sales team. And you can see where this leads to.... sales people leaving and the owner forced to demote the Sales Manager/VP of Sales back to sales.

The demoted sales person typically begrudges being demoted and often leaves. A horrible downward spiral. Non-the-less, it happens all the time.

NOTE: This can work though. There has to be
1) a commitment to removing the promoted person from an direct sales responsibility.
2) management training for the person. They need to understand personalities and what motivates their team members.
3) a commitment not to clone, but to learn why individuals on the team are successful themselves.

There is another solution though,, stay tuned.

Tomorrow we will look into another common mistake that small and mid-size companies make regarding sales management...

"Where Price Never Matters", reviews how to eliminate price from being the main topic of discussion, in great depth. I will be receiving my initial shipment of books Wednesday March 3rd.

The book is a quick 60 page read. If you want to find out where you are in relationship selling, want to sell more and/or drive a wedge between you and your competition you should read this book.

Priced at $12.95, plus shipping and handling makes, this a bargain. Purchase at mnscoaching.com/shop

Today’s sales representative must have skills in video selling. How is your sales staff doing?