3 key tips for new sales managers - Tony Hughes - Talking Sales #341

Introduction

This tutorial provides actionable tips for new sales managers, based on insights from sales leadership expert Tony Hughes. Transitioning from a salesperson to a management role can be challenging, and these key strategies will help you succeed by shifting your mindset and focusing on the right activities.

Step 1: Embrace a Mindset Change

• Shift from self-centric to others-centric thinking.
• Adopt the principles of servant leadership, focusing on supporting your team.
• Understand that your role is to empower and elevate those around you rather than seeking personal recognition.
• Transition from being an “artist” (a top performer) to an “engineer” (a leader who builds and develops a successful team).

Step 2: Be Selective with Team Resources

• Make tough decisions early about team composition.
• Assess each team member's fit and performance critically; be compassionate but firm.
• Avoid the common pitfall of trying to elevate underperformers at the expense of the overall team.
• Focus on performance managing lower performers, freeing up resources to invest in developing stronger team members.
• Concentrate your coaching efforts on the middle performers to enhance their skills and potential.

Step 3: Manage Activities, Not Just Outcomes

• Recognize that you cannot directly control outcomes; instead, manage the activities that lead to these outcomes.
• Implement systems to track and analyze the activities of your team.
• Set clear objectives that focus on daily, weekly, and monthly activities rather than just end results.
• Reduce stress by ensuring you feel in control of the processes, which will lead to better outcomes.

Conclusion

Transitioning into a sales management role requires a fundamental shift in mindset and approach. By embracing servant leadership, making tough decisions regarding team resources, and focusing on managing activities over outcomes, you can set yourself and your team up for success. As you implement these strategies, consider gathering feedback from your team to continuously improve your management style.