The One Crucial Tip To Effectively Manage Your Sales Team To Better Results

I never dreamed that I needed to do less selling for my company to sell more.

In fact, I needed to do no selling. I got trapped into thinking that everything must come from me. Who better to close a big new customer than yours truly, the Sultan of Sales?

My sales management methodology was flawed.

I thought that I must be overly involved in closing deals as a sales manager because I was great at converting and growing new clients.

Wrong! And it’s the trap that most new sales managers make.

Anthony Iannarino says it best,

“Often new sales managers decide the best thing they can do is to help their salespeople win deals, going so far as to close deals for their team. While closing deals may help with net new revenue, it distracts the sales manager from the more important outcome of developing salespeople who are capable of closing their own deals.”

Sales managers get distracted by helping close deals. Sure it’s easier and faster to close deals than build an effective sales team who can reach their own goals, but that’s not the point of sale management.