How To Succeed As A New Sales Manager

by | 2 minute read

Have you just moved into a sales man­age­ment role? Con­grats! Your awe­some sell­ing skills like­ly con­tributed to your suc­cess so far. If you want to be suc­cess­ful as a sales man­ag­er, you’ll need to devel­op a dif­fer­ent set of skills.

Lisa Thal knows a thing or two about sell­ing, espe­cial­ly media sell­ing. In a recent Radio Ink arti­cle, Thal dis­cuss­es five strate­gies that have helped her make a dif­fer­ence. Here are a cou­ple of those ideas that you should con­sid­er.

Coaching and Developing Talent

When you move into man­age­ment, you need to look at team mem­bers through a dif­fer­ent lens. To best direct each per­son toward achiev­ing per­son­al and cor­po­rate goals, assess their strengths, weak­ness­es and skills. Your next step is to devel­op indi­vid­ual employ­ee plans. Using a pro­gram like Sales­Fu­el COACH, you can estab­lish a per­son­al­ized plan that will help you devel­op each rep. For exam­ple, some reps might need to work on sales skills. Oth­er reps need to focus on com­mu­ni­ca­tion skills. This process might sound time-con­sum­ing. For many man­agers, it is! But, you can coach more effi­cient­ly when you use Sales­Fu­el COACH’s 5‑Minute Quick­Coach­ing videos, arti­cles and audio clips.

Know Where You Want to Be

Every sales man­ag­er in your com­pa­ny has a num­ber to hit. Those num­bers might be reset quar­ter­ly. So, if you fell short last quar­ter, you might be able to make up for that in the cur­rent quar­ter. You might also be respon­si­ble for con­tract renewals, as well as add-ons and new sales.

The last thing you want is a neg­a­tive sur­prise from a large exist­ing cus­tomer. Well in advance of con­tract renew­al time, touch base with these clients. Thal rec­om­mends mak­ing calls with your reps in these sit­u­a­tions. “There is always an oppor­tu­ni­ty to help exist­ing clients," Thal explains. And if you tru­ly sus­pect you can’t save the client, you need to have enough time to give senior man­age­ment a heads-up. At the same, you need to devel­op a game plan to make up for the short­fall. Work with your team mem­bers and “make a list of accounts you can tar­get to con­vert.”

When you work tire­less­ly to devel­op your reps and their list of accounts, you’ll suc­ceed as a sales man­ag­er.

Kathy Crosett
Kathy is the Vice Pres­i­dent of Research for Sales­Fu­el. She holds a Mas­ters in Busi­ness Admin­is­tra­tion from the Uni­ver­si­ty of Ver­mont and over­sees a staff of researchers, writ­ers and con­tent providers for Sales­Fu­el. Pre­vi­ous­ly, she was co-own­er of sev­er­al small busi­ness­es in the health care ser­vices sec­tor.