How much training and experience have you personally had in selling? One of the best ways to ensure you’re successful in leading a sales team is to make sure you’re as experienced and trained as possible.
Too often people are promoted to sales management who have never actually sold anything themselves. They haven’t actually come from the sales side but instead could have been running other departments or are being groomed for senior management by working in all departments.
An untrained and inexperienced sales leader devotes all of their attention to the financials of reps’ performance year-to-date and the technical issues dealing with inventory and pricing. With little personal experience in selling or training in how to sell, these managers are weak coaches of their salespeople on how to sell more.
You need to understand the structures, processes, and steps of selling if you want to become an effective sales coach. If you haven’t personally experienced these skills and structures in your own career, then becoming a successful sales manager is going to be a bit of a challenge.
We can’t change your current experience levels by this point, but we can change the amount of sales training, the number of books you read, and the number of videos you watch on how to sell so you can transfer these skills to your team.
Join me as I share the most critical sales leadership skills needed for success today…so your team can sell even more!