8/27/2018 The Top 5 Challenges of First-Time Sales Managers - Sales Drive

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The Top 5 Challenges of First­Time SalesManagers (https://salesdrive.info/challenges­first­time­sales­managers/)

August 21, 2018Congratulations, you are now a Sales Manager!

Search here..

8/27/2018 The Top 5 Challenges of First-Time Sales Managers - Sales Drive

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It is now time to cultivate the necessary skills to lead a team of your own.

As a first­time Sales Manager, you will likely experience a steep learning curve.

Do you sometimes feel as though you are expected to already know the ins and outs ofthis new role?  Does it seem like you are working harder than ever, without seeingresults? 

If so, you are not alone.

Keep reading to learn about the top five challenges of first­time sales managers(https://blog.hubspot.com/sales/things­i­wish­i­knew­before­becoming­a­sales­manager), and how to overcome them to lead your team more effectively—starting today.

The top five challenges of first­time sales managers are:

1. The Increased Pressure to PerformAs a brand­new sales manager, it is natural to want to demonstrate that you are equal tothe task and ready for this new opportunityn.  It can certainly be nerve­wracking!

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Remember, there is a very good reason you were chosen for this role: the decision­makers in your organization believe in your abilities.  Developing your leadership skills is ajourney – the more experience you gain, the more you will learn and grow.

For now, it is important to lay out clear goals and standards with your supervisor.  Wheneveryone involved knows what to expect, you are much more likely to meet your goals.

2. Developing a New Set of Soft SkillsIn your past position(s), you may have only been in charge of yourself and your owntasks.  Now, you have taken on the role of a leader who’s supposed to motivate others toaccomplish their goals.

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As you guide your team, it is important to stay one step ahead and discern the kind ofattention and support each of your employees require.

It is your responsibility to actively listen and read between the lines so each team membercan feel supported and make their best contributions to the team goals.

Your employees want to hear from their sales manager (https://salesdrive.info/5­things­successful­salespeople­want­sales­managers/) on a regular basis, and theywant to feel heard. To facilitate clear communication with your team members, always bedirect and very specific.

You might support your team members and keep them focused by holding brief dailymeetings.  When everyone presents their daily tasks to the team, they set their daily focusand cultivate an understanding of how everyone’s tasks fit into the overall team goals.

Also, consider scheduling one­on­one meetings to regularly connect with each teammember.  The frequency that works best for each employee for these meetings willprobably be different, so ask what works best for them.

3. Managing Your TimeOne of the most common challenges for first­time sales managers(https://salesdrive.info/7­daily­habits­of­highly­effective­sales­managers/) is learningto juggle their own tasks with the seemingly­endless responsibilities of overseeing theirnew team.  Over time, you will learn how best to split your time, but always keep in mindthat your team comes first.

Be sure to position yourself as someone who is always available to your team.

Start by setting aside blocks of time in your calendar for your own tasks and letting yourteam know when you will be unavailable.  This signals that being available for your team isyour default, and they will appreciate knowing what to expect from you and your schedule.

When you are open and available for communication with your employees, they will feelcomfortable coming to you to talk something through.  This also keeps you from slippinginto the role of the dreaded micromanager.

4. Making the Transition from Co­worker toSupervisorIf you have been promoted internally to your new sales manager role, you will likely have

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former co­workers reporting to you.  Even among the many challenges of first­time salesmanagers, this one can feel particularly awkward.

It can be tempting to treat some co­workers differently based on who you connect withmost naturally.  For example, do not fall into the trap of letting your former co­workers (oryour top sellers, for that matter) get away with using their own sales techniques ratherthan your company’s established selling protocol.

Consistency is a key to effective management.  Your employees will quickly notice theyare being treated differently than their colleagues, which erodes morale.

Be sure to address your team members directly about your new role as sales manager,and assure them you are still part of the team while establishing yourself as acommunicative, consistent leader from the very beginning.

5. Hiring and FiringBringing new team members on board, and knowing when to let them go, is one of themore significant challenges of first­time sales managers.

When making hiring decisions, it is important to evaluate possible candidatesholistically (https://salesdrive.info/revealing­sales­interview­questions/).

8/27/2018 The Top 5 Challenges of First-Time Sales Managers - Sales Drive

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From past sales experience to their ability to fit into the company culture, always view yourcandidates as the unique and evolving people they are.  What can these candidates bringto your team beyond their skill sets?

Also, consider giving candidates a small project to see how well they perform,communicate and interact with your team.

When you have decided to let someone go, prepare everyone as best as you can to fill inthe gaps in your team’s workload.  Be as transparent as possible and encourage a cultureof open communication when addressing your team about the termination. Also, inviteyour employees to come to you privately with any concerns or feedback.

It is natural for a first­time sales manager to have questions about hiring and firing, so donot hesitate to ask other managers or your company’s HR team for help or advice.

In SummaryAbove all, never be afraid to ask for help.

You are likely feeling significant pressure to have all the answers in your role from the verybeginning, but it is perfectly okay if you do not.

As you take on this new professional challenge, never stop seeking out the knowledge youneed to help your team succeed.

Accelerate your sales hiring process by reading more toptips here:

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2 Simple, YetOverlooked,Ways to Build aHigh­PerformingSales Team(https://salesdrive info/2­

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Why DoSalespeoplePlateau?(https://salesdrive.info/why­do­salespeople­plateau/)

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7 Daily Habits ofHighly EffectiveSales Managers(https://salesdrive.info/7­daily­habits­of­highly­effective­sales­managers/)

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5 Insider Secretsto Help Your NewSalespeople SellFaster(https://salesdrive.info/5­secrets­help­new­

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