The First Three Months As A Sales Manager

The First Three Months As A Sales Manager

Even if you have been privileged enough to be given management training, the initial three months in any new managerial job can be overwhelming at the best of times. But for the new Sales Manager, what they do in the first few months in their new job is not only overwhelming but also vital to their future success. This is because how you handle these early days will affect how you as the Sales Manager will succeed with your new employees, colleagues and superiors later on.It is probably advisable to assume that you will not necessarily be welcomed by everyone with open arms. Indeed, many people may initially observe you in a critical light. You are likely to have to manage anxiety from your sales team, colleague envy from those who attended the same management training as you but who were passed over for promotion, as well as resentment from people in other departments. Everything you do and every decision you make will be subject to scrutiny. Rumours will be rife. The tips that follow will assist you in making the move more easily.Whilst you need to gain an overview of the sales situation as quickly as possible it is also important that you do not rush into anything. You should proceed instead in a systematic manner. To do this we suggest you divide your first three months into an "orientation", a "concept" and a "profiling" phase. What to focus on in these phases is described below.The first phase in your new job should be considered as an orientation phase. It will probably last about four weeks. You should spend as much of these first four weeks as you can away from the office and not in the company building. Arrange to accompany your new team on client visits for half days or longer. Conduct an informal chat with every member of your sales force so you get to know each of them.In this first phase you should set the following goal for yourself: to listen, take on board the problems encountered by your salespeople and gain impressions of the market and your clients.Never give your point of view on decissions your predecessor may have made as doing so will damage your credibility. If such matters are raised you should appear interested, but remain reserved.During your first few months, avoid making any decisions that go beyond your day-to-day responsibilities. Defer making far-reaching decisions.The next month in the job should be considered as the concept phase. You should spend most of this second month at your desk drawing up a list outlining the problems you noticed during your first four weeks.Start by writing a rough draft of your future selling strategy and selling policy. This would include, for example, the competitive situation, sales routes, condition policy, offer programme, area structure, management of the external sales department and sales promotion.To round off your information, have discussions with representative customers, large-scale buyers and colleagues - such as the Head of Marketing, the Production Manager, the Head of Logistics, etc. Your contact with your sales people should be limited to telephone calls during this phase. Remember to constantly discuss your thoughts and ideas with the company management.Your third month in the job should be considered as the Profiling phase. Now is the time for you to show your "profile" and discuss the concept phase in detail with company management so you can explain your goals. It is important that you set priorities jointly and secure moral support. Keep your colleagues up to date with regard to your plans and intentions. Agree the "ground rules" for future co-operation. reassure your department colleagues of your own aim of cooperating with them.You should also arrange a team meeting with your sales team. You will need to inform your salespeople of your conclusions from observations made during client visits and tell the sales force about the goals you have set and the expectations you have of them. Ensure you take time to respond to any questions they may have. Also, let them know about any pending decisions or any decisions you have already made.If you apply the above three month action plan you are more likely to be successful. If, however, you feel you need more support - as many new sales managers do - you can always attend a specialist sales force management training course which will help you build the specialist skills needed to do one of the toughest management jobs around - managing a sales force.

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