“I was the best salesman, now I am the sales manager – what should I do?” Part 3

Your company has a real dilemma on its hands. Your company is depending you for revenue but they are losing this revenue now that they are moving you into management.

They are betting on you.  They are betting that you can translate some of your skills to the salespeople you now will be managing.  Often times, I’ve found that people in your position are very good at what they do but are unable to articulate how they do it.

So the first thing is really to understand what the role of a sales manager is.  And there are four major areas of responsibility for a sales manager.

Click Here to read Part 1, Recruiting

Click Here to read Part 2, Training

3. Coaching

Coaching is where you’re either role playing with your salespeople, you’re going on site visits with your salespeople, or you are in some way, shape or form, observing how your salespeople actually go to market and speak to the product, engage customers, and discover whether you’re bringing them value and how we’re asking them to buy.  So coaching is the whole process of guiding the salesperson after their initial training.

This is the part of your new role that you are probably the most well prepared for because you are simply leveraging what you already know.

Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.