subject: 3 Reasons Sales Leaders Fail! [print this page] The job of sales manager is among the hardest in the world. As with any other job, part of their success is based on knowledge and skill. Effective sales managers do well for a variety of reasons, while those who fail will have a specific set of shortcomings. If you happen to be a sales manager, there are many issues that can create problems, and must be addressed effectively.
Sales Managers Not Suitable for the Job
There is a certain formula to determine a salesperson's capacity for performance. This is no different with a sales manager. Quite often, an ineffective sales manager comes from within the sales organization. At one time many were excellent salespeople that moved up on the presumption that since they were good in selling, there'll be great at sales management. However, the internal wiring and skill sets are totally different for these professions. When the sales manager cannot perform in this role, they simply will fail.
Lack of Effective Selling Techniques
No company conducts business without a clearly designed strategy. Without having a specific and effective selling system in place, failure is certain to follow. If a sales management team doesn't have a prescribed path for their team to utilize, there will not be a repeatable formula for sales success. Sales will come indiscriminately, which makes coaching even more difficult. For this reason, sales managers without clearly defined systems will lose many opportunities that competitors ultimately end up getting.
Poor Hiring Skills
The selection process involved in making choices regarding staff is highly important. All sales organizations must have a hiring practice in place. This involves in-depth assessment tools along with experienced analysis of results in order to obtain the very best sales talent. It is the sales manager's responsibility for making the correct judgment regarding hiring new people, and then making sure they are adequately trained. Failure in this regard ultimately leads to a sales organization that is not successful overall.
Summary
As previously mentioned, sales management is a very tough endeavor and a demanding position. Not everyone is cut out for sales management. It takes an investment of time and energy, along with the right tools to do the job effectively. Sales managers are required to develop individuals, define effective strategies, analyze feedback on performance, as well as find ways to consistently bring in new clients. There is a world of difference between being a sales leader, and a sales manager.
