5 Common Mistakes Every Sales Managers Should Avoid

Introduction

Are your sales managers leading their sales team competently? Do they know how to train and motivate your sales reps the right way? Your sales reps are performing poorly, and you don’t know why. Several factors can lead to an underperforming sales team. However, to deal with all of those factors, strong sales management is pivotal. Without the right guidance and direction, your sales team's success may be hindered. Sales managers set the tone for the entire organization. They primarily bring together the skills and competencies of sales reps to achieve the company's sales goals. Managers act as a bridge between the execution of the company's goals and the sales reps. You need to ensure you have a strong sales management team in place. If you are a sales manager, help them develop their skills so they can grow as reps and contribute to your sales organization's growth. You need to do what it takes to make your team better, while simultaneously making yourself better.

However, here are some mistakes that every sales manager should avoid:

Mistake #1: Being Individual Sales-Oriented

Managers experience an adrenaline rush when a major sales deal is closed, along with the incentives that often come with it. Although it can be tempting, focusing too much on sales is a common mistake managers make. As a sales manager, your team’s performance needs to be your topmost priority. You need to help your reps make their sales. Although you'll still want to manage your quota and build your pipeline, most of your time needs to be devoted to managerial responsibilities.

Mistake #2: Failure to Provide Enough (or Right) Training

It is common for managers to neglect their team's training and coaching. However, as a sales manager, this is your prime responsibility towards your team. It is said that if you keep learning, you will never cease to grow. The same applies to salespeople. They are always looking to incorporate new techniques and skills into their sales process to help them close deals more successfully. Thus, sales managers should arrange one-on-one meetings, role-playing, training books, and shadowing calls to train their team.

Mistake #3: Poor Selection of Quotas

Sales managers use sales quotas to motivate their sales team. However, they often make mistakes while setting these quotas. The success of sales quotas depends, therefore, on the accuracy of data used for forecasting. Sometimes, managers fail to correctly determine the basis for sales forecasting, cost estimates, and other market studies, leading to poor quota selection for reps. Thus, the best way to achieve accurate, effective forecasting is with a customer relationship management (CRM) suite. Incentivate can help organizations use reliable performance and incentive data to support more accurate quota setting and ensure targets are realistic, achievable, and aligned with business goals.

Mistake #4: Expecting Too Much

High expectations can be motivating, but only to a certain extent. Managers expect their team to be perfect. However, setting unrealistic expectations is a mistake many sales managers make. Assuming that everyone on your team is talented, knows what you know, and will perform accordingly is impractical. To earn your team members' trust and respect, you need to acknowledge that no one is perfect and you’re responsible for your team's performance.

Mistake #5: Not Enough Appreciation

Nowadays, employee attrition is a nightmare many organizations deal with. One of the main reasons for employee turnover is that they do not feel valued. As a team leader, you must give your reps credit where credit is due. This will not only motivate them to work harder but also increase engagement. Make sure to track what each team member is accomplishing and give them appreciation and positive recognition for their contributions.

Conclusion

While there are plenty of mistakes sales managers make while managing a team, the above are the most common ones. But what’s important is to spot and correct these mistakes. Careful planning and forecasting, adequate training, employee recognition, etc., are a few factors that will help you get back on the right track and spark greater success amongst your team. At the end of the day, receiving incentive compensation is the most important thing for any salesperson. As a sales manager, if you can avoid these mistakes, you will help your team to thrive and achieve their goals. Simultaneously, maintain your legacy as a sales manager. Can you think of any other common mistakes that sales managers make? Feel free to share your views in the comments section below.