Schools Training

Sales Management Tips for the Newly Promoted

19 FEB 2013
Career Path : Business

Sales management may have seemed like the next logical step of your career, but now that you have people under you, you might feel a little daunted. Take a deep breath. The same skills that made you good enough at sales to get the job also translates well to working in house to help your sales team achieve their goals.

As a veteran sales person, you already have plenty of experience working with people. For all intents and purposes, the people you manage are going to become like the clients you managed in the past. It’€™s not for nothing that sales roles have started being called things like €œaccount manager,€ but now rather than managing clients to convince them to buy more, and constantly, you’€™ll be training and motivating your team to sell more.

At this point in your career, you are familiar with both standard sales techniques and newer methods like consultative sales programs. Management is a bit like the latter, in that you are simultaneously teaching the people under you and selling them on the idea that meeting incoming revenue goals are important. Whether you were in the business of selling a commercial product or handling corporate accounts, you have the experience to convey to your team, and part of this teaching will also help motivate them.

Some people in your team will be sales stars, just like you. For the most part they won’t need that much attention, but it is a good idea not to put your focus exclusively on the bottom performers. In sales, you wouldn’€™t only focus on the difficult clients, would you? If there’s room to improve the middle, and there almost always is, you should make them part of your sales coaching as well.

As in traditional sales, part of this will be providing constant feedback. This doesn’€™t just mean following up when you get the results you don’€™t want, but also when there’s improvement or even an ongoing good job. You probably remember from sales how important building up a sense of a relationship with your company was. Similarly, in sales management, your team will perform better if they feel supported and connected. And, in this case, the old adage remains true, to praise in public and correct in private.

Another thing to keep in mind is the concept of deviation from the mean. Generally speaking, without changing the parameters, results like earnings don’€™t generally deviate from the average for that person. If someone suddenly starts performing poorly, there’s a very good chance that they will self-correct, so don’€™t panic. On the other hand if someone starts performing really well, follow up with them with your sales coaching, to understand why they had this change, so avoid them sliding back to their previous level.

Visit Fusion Learning Inc. for more information on consultative selling programs.

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