The New Sales Manager

posted: Thursday, September 27, 2018

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It’s always tough to come in as a new leader to a team that has a history of success. In many ways it’s easier to take over a team that has struggled because everyone is expecting there to be changes, and new ideas.

So how does an incoming sales manager take over a successful sales team, and make his/her mark without disrupting what has been working? The answer is not an easy one, but there are some things to keep in mind.

The first thing to remember is that it is ok to make changes and put your imprint on the team. You got the job to lead the team for a reason, and you have proven that the things you believe in work.

The key is meshing your new ideas with what has made the team successful in the past. New leaders get into trouble when they come in and blow everything up even if it is working. They are immediately putting themselves behind the eight ball in two respects. One, they are disregarding practices that have worked for the team they are taking over. Two, they run a high risk of losing the members of the sales team.

The first goal of any new sales manager is to get his/her team on board with what you want to do. The easiest way to do that is to empower them and give them a voice. The team has been successful for a reason and getting their input as to what has led to that success is a big step. Every employee, regardless of the field, wants to feel invested, and that their opinion matters. A great sales manager will do everything in their power to make sure that happens.

Once you have your team on board and have recognized what has made them successful, then you start to implement your ideas or changes. Your team is going to be much more open to ideas if they are included and feel as if they are a part of the process.

Change is always hard and new ideas, especially to a team that has been successful, are always going to be met with some resistance. However, if you are willing to listen and involve your new team in the process, then that change is going to go much more smoothly.

FINAO - Brad Huisken

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