1. Fail to shift from “super salesperson” mode to managerial mindset
Solution: Learn what it takes to be an excellent sales manager
2. Continually fight fires
Solution: Firefighting comes from a lack of priorities and failing to look for the underlying causes of recurring problems
3. Leave staff to sink or swim on their own
Solution: The #1 priority of a sales manager is to coach the skill and will of the sales team
4. Ignore the importance of performance standards
Solution: Observe your best salespeople to define what they do specifically to achieve sales excellence
5. Get blindsided by poor performance of individual team members, nowhere near forecast
Solution: Become a hands-on sales coaching , inspect what you expect
6. Spend too much time working with the bottom 20%
Solution: Focus on middle performers as “emerging contributors”—improving their performance will have a bigger impact on the bottom line than trying to bring underperformers up to minimum standards
7. Allow senior salespeople to get stuck in a demotivational rut
Solution: Help re-energize experienced but complacent reps; get them to “step up”
8. Be inconsistent in recruiting and hiring
Solution: Develop a rigorous hiring process—your next new hire is the future of your team
9. Assume your sales reps will figure things out the same way you did
Solution: Avoid the temptation to leave people on their own; provide regular feedback and coaching to your reps
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