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Seven Experts Reveal How To Manage A Sales Team For The Very First Time


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So you’ve proven that you’re star on your team and snagged that coveted sales management position. You post the good news on Facebook, and get kudos from everyone you know. Your mom is particularly impressed. You’re riding high on a major career milestone when suddenly it hits you — you’re going to be responsible for an entire team of salespeople.
What will you have to do? How can you help your team do their best? Do you have what it takes to be a leader? Can you keep the higher ups happy? Big promotions are always stressful. To help you plunge headfirst into your new role, we’ve asked some of the biggest sales training experts and consultants in the country for advice. They have all made the transition from salesperson to sales manager and thrived. And they all have insightful tips for anyone who wants to know what to do after the promotion.
Here’s the question we posed
“What’s the most important thing for brand new sales managers to know?”
Here are their answers.

Published in: Business
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Seven Experts Reveal How To Manage A Sales Team For The Very First Time

  1. 1. @nextgenleads 7 Experts Reveal How To Manage A Sales Team For The Very First Time
  2. 2. @nextgenleads We Asked Seven Experts…
  3. 3. @nextgenleads “What’s the most important thing for brand new sales managers to know?”
  4. 4. “The first thing to realize is that it is no longer about you. It is about the team.” -Barbara Giamanco CEO, Social Centered Selling @barbaragiamanco @nextgenleads
  5. 5. A Great Sales Manager Hires and develops great salespeople Removes organizational stumbling blocks Champions team member successes Your team’s success is your success. @nextgenleads
  6. 6. About Barbara Giamanco Barbara Giamanco is a globally recognized thought leader in Social Selling. She’s the co- author of The New Handshake: Sales Meets Social Media and CEO of Social Centered Selling. Barb is consistently a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter and one of Top Sales World’s Top 50 Sales and Marketing Influencers. Based in Atlanta, Georgia, Social Centered Selling offers Social Media and Social Selling Consulting, Advisory and Programs to sales and marketing teams interested in driving sales results. Visit and follow Barbara on Twitter. @nextgenleads
  7. 7. “It is the salesperson’s job to achieve quota; it is the sales manager’s job to put them in place to win with training, marketing, and making sure they know the formula for success.” -Ken Thoreson President, Acumen Management Group LTD @kenthoreson @nextgenleads
  8. 8. @nextgenleads A NEW SALES MANAGER MUST: Meet weekly with their management to ensure priorities are in alignment. Build trust with their peer management team, ask for help, and share ideas. Learn to delegate. Study leadership vs. management. Build a formula. What sales activities does it take to succeed, build a dashboard, and reinforce sales process? Evaluate each person on their team and begin to recruit for new talent.
  9. 9. About Ken Thoreson Ken Thoreson is managing director of the Acumen Management Group Ltd., a North American consulting organization focused on improving sales management functions within growing and transitional organizations. During the past 13 years, the consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken is also the author of SLAMMED!!: For The First Time Sales Manager. Follow Ken on Twitter. @nextgenleads
  10. 10. “The first rule of thumb in any new management position is to learn first and act later with good information. Trust is critical to a positive working relationship and it is earned, not imposed.” -Kelly Riggs President & Chief Sales Officer, Business LockerRoom @kellyriggs @nextgenleads
  11. 11. The Challenge: New sales managers are typically promoted because they get things done. @nextgenleads
  12. 12. The Objective: Coach, train, and manage the performance of other salespeople. @nextgenleads
  13. 13. About Kelly Riggs A highly acclaimed platform speaker, Kelly Riggs is recognized as a dynamic thought leader in the fields of leadership, sales development, and strategic planning. He is a business performance coach for executives and companies throughout the United States, working with organizations that range in size from $3 million to over $5 billion in annual sales revenue. Follow Kelly on Twitter. @nextgenleads
  14. 14. “The new sales manager should proceed as if he/she is making a sale to the sales staff.” -Elinor Stutz CEO, Smooth Sale @smoothsale @nextgenleads
  15. 15. 2 Steps To #SalesManagement Success Find out from the sales staff what worked well and what needs to be improved Ask questions to encourage staff participation “Sales require 3-5 buy-ins or mini-agreements. By doing the same with sales personnel, the new manager will get each to come around to contributing as a team.” @nextgenleads
  16. 16. About Elinor Stutz Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences and authored two books: the international best-selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results,” and community service led to the writing of her second best- selling book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.” Stutz consults and speaks worldwide. You can follow her on Twitter. @nextgenleads
  17. 17. “See yourself as a sales leader, not a salesperson.” -Mark Hunter The Sales Hunter @thesaleshunter @nextgenleads
  18. 18. “Your job now is not to close the sales but to help your people close the sales.” “You will accomplish your goals when your people accomplish theirs.” “Lead your people and let your people lead their customers.” @nextgenleads
  19. 19. About Mark Hunter Mark Hunter is “The Sales Hunter.” He helps companies and salespeople find and retain better customers. He is also a senior partner in MCA Sales Leadership which provides sales strategy programs for Fortune 500 companies. He is recognized as one of the “Top 50 Most Influential Sales and Marketing Leaders.” All of this has him traveling globally nearly 200 days per year, working with companies to help them grow their top-line sales and bottom-line profits. Follow Mark on Twitter. @nextgenleads
  20. 20. “The key to success is developing sales people who are strong self managers!” -Steven Rosen Executive Sales Coach, STAR Results @stevenarosen @nextgenleads
  21. 21. “It is not your role to close every deal and put out every fire for your salespeople.” “Sales managers who become ‘super reps’ will never be a ‘super manager.’” @nextgenleads
  22. 22. About Steven Rosen Steven Rosen, MBA, is the founder of STAR Results. STAR Results is a sales leadership coaching, training and consulting organization dedicated to leadership development. Follow Steven on Twitter. @nextgenleads
  23. 23. “Instead of being special, make others special.” -Tim Ohai President, Growth & Associates @timohai @nextgenleads
  24. 24. Engaging Your Team “Commitment is all about people believing that whatever you are asking your team to do is the right thing to do—for the company AND themselves.” “Empowerment is all about equipping people with the time, money, and other resources needed to be successful.” @nextgenleads
  25. 25. About Tim Ohai Tim Ohai is the founder and president of Growth & Associates, a community of experts that specializes in sales enablement and sales transformation solutions, with an emphasis on maximizing the most critical of resources: people. With well over a decade’s worth of experience in developing sales team performance, he consistently helps Fortune 500 companies design and implement selling solutions internationally, build sales systems that increase revenue and customer loyalty, and create genuine coaching cultures. He is often asked to consult larger, more complex issues, especially around the topics of redesigning sales organizations and leading organizational change. Follow Tim on Twitter. @nextgenleads
  26. 26. Now Go And Lead! Thanks for watching! Visit us at @nextgenleads