Video Mystery Shopping: Why a GREAT salesperson MAY NOT be a GREAT Sales Manager
Part 2 in a two part series
In my last blog I discussed a few of the reasons why a GREAT salesperson may not make a GREAT Sales Manager. The primary reason being: there are major differences in the characteristics of a great sales and a great sales manager. We discussed that a sales leader typically has a great sense of focus, they know what they want (a SALE) and go after it! While a sales manager usually has more of a vision rather than a focus. The sales manager sees the ‘bigger’ picture, builds a team and crafts a strategy to make that vision a reality.
Another reason that is worth discussion has to do with coaching. Coaching has become quite the buzzword today. Businesses and individuals are recognizing the significance and importance that coaching has in the work place. It takes a certain type of person to be a coach. One of the primary skills needed to be a good coach is the ability to listen….and I mean REALLY listen. Not just to what the other person is saying, but oftentimes to what the other person is NOT saying.
Sales associates tend to be great talkers (and closers!), but their listening skills typically are something they must consciously hone in on. Great sales managers, on the other hand, have perfected the fine art of listening to a tee! And in doing so, they make excellent coaches for their sales team.
Great coaches (and sales managers) understand how to provide effective coaching to their team. They are comfortable putting out fires, being problem solvers, and providing constructive criticism when needed. They are also very good at praising and giving credit to their team. In fact, they have an innate need (and derive great satisfaction from) being able to provide this type of leadership and motivation to their sales people. Nothing satisfies a great sales manager more than watching his or her team achieve their goals. This is what empowers and motivates the sales manager!
Sales people NEED this type of coaching. They SEEK this type of motivation and empowerment! A great sales person will tell you that they have no objection in asking for help and direction from their managers.
So you see, promoting your top sales person to sales manager MAY NOT be the best idea for your organization. When people uncover their talents and strengths and are aware of their weaknesses, they will thrive in their position.