The jump from top performer to manager is brutal, and most companies do almost nothing to prepare people for it. These leadership lessons for sales managers come from years of training people through exactly that transition.
Your job changed completely
As a rep, you won by performing. As a manager, you win only when your people perform. That is a different job, and clinging to the old one is the most common mistake new managers make.
Coach the rally, not the highlight
Stop expecting brilliance and start building consistency. The best managers, like the best coaches, develop people who compete well on ordinary days, not just hit occasional spectacular shots.
Feedback is the whole job
- Be specific about the behavior, not the person
- Pair every correction with why it matters to them
- Give people a next step, not just a critique
Looking to book a leadership keynote speaker for your leadership or management training? Based in Chicago and available nationwide, Middy Matthews brings thirty years as a competitive athlete and more than a decade as a top producing realtor to every stage. Reach out at middy@arbormove.com or 773-399-9377, or visit middy.pro/ to check availability. Trained, Not Sold.