3 Surprising Mistakes New Sales Managers Make and How to Avoid Them

Transitioning from being a successful salesperson to a sales manager is a significant career milestone. However, without the right guidance and strategies, new sales managers can unknowingly make critical mistakes that hinder their effectiveness and the performance of their sales teams.

In this blog post, we will explore three surprising mistakes often made by new sales managers and provide practical solutions to overcome them, ensuring a smooth transition and setting the stage for long-term success.

Mistake #1: They don't have a plan to coach

Problem: Many exceptional salespeople are promoted to managerial positions without prior experience in leading a team. As a result, they are left to figure out their managerial responsibilities on their own, including coaching their sales team effectively.

Solution: To address this challenge, it is crucial for new sales managers to develop a well-defined coaching plan. They should actively provide insights and feedback on their team's calls, offering guidance on pricing conversations, product knowledge, and next steps.

By implementing a structured coaching program, new managers can empower their team members to improve their skills and achieve better results.

Mistake #2: They micromanage

Problem: New sales managers may fall into the trap of micromanaging their sales representatives when they observe a lack of adherence to established processes or tools. This micromanagement approach can hinder motivation and growth among sales team members.

Solution: A practical solution to avoid micromanagement is to implement a Daily Activity Report. This report allows managers to have visibility into their sales team's activities without being excessively controlling. Additionally, instead of focusing solely on tasks and outcomes, new managers should prioritize providing guidance, support, and opportunities for skill development.

By helping their sales representatives enhance their capabilities, managers can foster a culture of empowerment and trust within the team.

Mistake #3: They're totally hands-off

Problem: On the other end of the spectrum, some new sales managers adopt a completely hands-off approach, leaving their salespeople to fend for themselves. This may stem from a desire to avoid conflict or a lack of understanding of each team member's individual needs.

Solution: To strike the right balance, it is essential for new sales managers to invest time in understanding the strengths and weaknesses of each sales representative. By doing so, they can tailor their management style to provide individualized support and guidance.

Setting consistent expectations and holding team members accountable for their performance ensures that everyone is aligned and working towards common goals.

This approach fosters a sense of responsibility and encourages personal and professional growth within the team.

By being aware of these surprising mistakes and implementing the suggested solutions, new sales managers can establish a solid foundation for their managerial journey. Embracing effective coaching practices, avoiding micromanagement, and finding the right level of involvement will empower sales teams, foster productivity, and ultimately contribute to long-term success. With a proactive mindset and a commitment to continuous improvement, new sales managers can confidently navigate their leadership role and unlock the potential of their teams.