Why 80% of Sales Managers Fail!

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So, you have a great salesperson that is awesome out in the field and makes you tons of sales, and now you decide to reward them by giving them a sales management position! 80% of people who are great at sales are often not the best managers and do not even want to be in a sales management position – they just want to sell!

Two reasons why rewarding them with a sales management position is a poor business decision for your business:

1. You are now taking your top sales person out of the field and giving them management and administrative functions. This can slow the sales in your organization and have you thinking the economy changed – no, you took your biggest asset and gave them an office job!

2. Superstar salespeople often do not understand different sales STYLES and only know their way of selling! Those people that are gifted in sales are often not gifted in managing people – this is a skill they have to learn and many times are not interested in learning. Plus, by being highly successful they only know their way of selling (their style) and spend a lot of their time wanting their sales team to be just like them.

When hiring a sales manager to grow your sales and profits, it is best to hire a person who understands that there are different sales STYLES and that can bring the styles together for the benefit of the company.  Most superstar sales people love interacting with people, enjoy the chase and love money – so, instead of rewarding them with management, reward them with more money and let them keep producing for your business!

There is a direct parallel between Business and Sport that is easy to understand. The best hockey player on the ice is often not the best coach. Many times we take the superstars at what they do and expect them to make the entire team the same way – by understanding the two points above you will understand why 80% of the time this does not work and fails miserably!

you can email colin at Colinsprake@gmail.com

Author: Colin Sprake is the CEO of Make Your Mark, a Canadian company of live seminars, online entrepreneur academy and live accountability groups that have helped 10,000’s of Entrepreneurs achieve rapid results in small business growth and development. Colin is a best-selling author of ‘Entrepreneur Success Recipe’ and trains for BMO, Sun Life Financial, Scotia Bank, T.D. Bank and lives by the tagline Business With Soul – putting heart back into business!