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Top 10 Mistakes New Sales Managers Make

November 27, 2007

1. Not knowing how to coach and evaluate

2. Not stepping out of the sales role as a manager but instead making sales calls with a salesperson and taking over the job of selling to the prospect.

3. Inability to manage time for management tasks including administrative, financial, personnel, sales management & marketing

4. Inability to train sales team

5. Hiring the wrong sales people (no technique developed, no knowledge of what to look for in a good fit)

6. Still trying to be one of the guys with the team

7. Not buying into managements objectives

8. Not getting rid of non-performers in time

9. Not knowing how to manage disruptive and troublesome sales people

10. Not clearly defining goals and measuring results

3 Comments leave one →
  1. Morgan permalink
    December 12, 2007 1:24 pm

    How often do you think a sales manager of a sales team of 3 people should expect his team to communicate with him a day, when they are in the field? Would twice a day be acceptable.

  2. askbusinesscoach permalink
    December 12, 2007 3:27 pm

    If you need to talk twice a day you have a problem – why do you have to micromanage? If they are performing you don’t need to have them check in twice a day.

  3. June 10, 2008 1:05 pm

    Hi Morgan
    I Agree with askbusinesscoach. Twice a day is micromanaging and will also send a signal to your team that you don’t trust them. I worked as a sales manager for over 20 years and I would always speak to each of my team once a week. Not to know blow by blow what they where doing. This was a great way to build trust and rapport. It was funny that through doing this they rang me more. Probably because they didn’t feel watched. Sales people are different to manage. They are sensitive believe it or not. Have a go at this and you will be surprised by the result.

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