4 months ago
May 25, 2017

4 Challenges for Sales Managers and How to Overcome Them

The role of sales manager doesn’t come without its challenges. Read about the top 4 Challenges for Sales Managers and How to Overcome Them

Gabrielle Berardi

Sales managers, just like any other sales position, have their challenges. What one sales manager finds challenging could be a non-issue for another, and vice versa.

Top Challenges for Sales Managers

Here are some of the most common challenges for sales managers:

1. Transitioning from rep to manager:

This is perhaps one of the biggest and most overlooked challenges. Most sales reps assume that they can be a sales manager. But what they often forget is that the two positions, while related, are very different. Being a sales manager is no longer about selling, it’s about managing a team and helping other people maximize their performance to meet sales quotas. Being a sales manager takes a completely different mentality, and an approach that may take some time getting used to.

2. Dealing with stress:

All management roles are stressful to some degree. Sales managers tend to work longer hours, have additional responsibilities and much of your success as a manager is dependent upon your sales reps’ performance. Plus, you’ll have to deal with other stresses such as meeting sales targets, appeasing your boss, and figuring out how to motivate your team on a consistent basis.

3. Recruiting sales reps:

Making a hiring mistake or two can have a huge impact on your sales team. It can hurt sales numbers, impact morale, and reflect poorly on you. Hiring is your opportunity to leave your stamp on your team, improve your team and prove that you can find, train, and manage successfully.

4. Coaching:

This is often the biggest challenge for new sales managers. Coaching is not a one-size-fits-all approach. To be successful, help your reps improve, and make your sales team better, you need to understand how to motivate and connect with reps on an individual basis. Each rep approaches sales in a unique way, has their own challenges, and has different things that motivate them. Finding out what these are and choosing the best approach to coaching for each rep is a difficult skill to master.

How Do Sales Managers Overcome These Challenges?

The key for sales managers to overcome these common challenges is, first, to identify the challenges they have, and then address them through coaching and training. Working on your personal challenges will help you improve your skills as a sales manager, which will, in turn, help your sales team thrive through better guidance and management.

 


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit sales people in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right sales person for your organization, start your search here. 

Gabrielle Berardi

Gabrielle is a Wilfrid Laurier University graduate with a degree in Business Administration. She has a background in both sales and marketing, with experience working in the technology, education, and travel sectors.