By Michelle Richardson – Vice President of Sales Performance Research
Effective sales management requires a fundamentally different skill set than being an individual contributor. Yet many new sales managers find themselves thrust into leadership roles with little preparation for the transition.
The hunters and farmers who excelled at closing deals now face the complex challenge of motivating, sales coaching, and developing others to achieve those same results.
Without strong self-awareness and intentional skill development, however, even the most successful former salespeople can struggle to translate their individual success into team performance.
Focusing on the right activities will get you halfway there. It’s just as important to know what to avoid. Here are ten dos and don’ts for how to manage a sales team effectively.