5 Observations from My First Quarter in Sales Management

Originally posted on LinkedIn March 22, 2017: https://www.linkedin.com/pulse/5-observations-from-my-first-quarter-sales-management-rich-stone

“Sales rep” is the only real job I’ve ever had since graduating from college in 2008…that is until I moved into a sales management role to kick off 2017 overseeing our sales team on the west coast.  Here are 5 observations I’ve made so far:

1.      It isn’t about you anymore.

• Most folks who gravitate towards roles as individual contributors are a tad egotistical, self-absorbed and have a “me 1st“ attitude. 

• If you want to succeed in leading a team of sales pros your individual ego, agenda, quota attainment, etc. needs to take a back seat to the well-being of your team members and their individual success.

• This directly correlates to my personal life as I have an 8 month old daughter :)

2.      Everyone on your team is different.

• There is no such thing as a (successful) one size fits all approach to leading a team.

• It is crucial to unveil what motivates each individual on the team and work with them accordingly.

3.      You must take extreme ownership*

• As the leader of the team any errors, mistakes or failures are on you and no one else. Under no circumstances should you place blame on your direct reports.  If someone didn’t succeed at something it is because you didn’t coach them properly and enable them to be successful.

4.      Spending time on team collaboration, coaching and development is crucial. 

• Sales management isn’t simply about discussing specific deal / account tactics, it is also imperative that we spend time to help our sales people become stronger reps and better people. 

• The goal is for each rep on your team to become a better rep than you ever were as an individual contributor. 

5.      Attitude is everything.

• If you have a positive attitude anything is possible and your attitude will directly impact your outcome.

• Attitude is contagious.

*coined by Jocko Willink 

Anyone else recently make the transition from sales rep to sales management? If so, what have you learned so far? Feel free to comment below or connect with me on linkedin.com/in/rstone57 or @rstone57.