Why Great Salespeople Aren’t Always Great Sales Managers

Thought of the Day

You must be a credible leader before you can be an incredible leader.

business_people_sales_people_diverseOver many years in sales, I’ve seen it time and again. Sales leaders want to reward their top performers. This is a great impulse and one you should follow. However, often the method of reward is to make the great sales maker a sales manager. The thinking, and it’s logical, is that if I can have this high-performer infuse a whole team with what he or she does, my sales will rocket.

Here’s the challenge. Great sales makers don’t automatically make great sales managers. In fact, often it’s your middle-of-road, reliable, competent sales rep who would make the best manager. Why?

People who perform at a high level  in any area of life are often “naturals.” Look at LeBron James, Steph Curry, or Kevin Durant. These guys amaze because they can simply do things their teammates cannot do with any amount of practice or determination. They have natural gifts that can’t be taught, not even by them.

This is why sports lore is filled with the great player who was not a successful coach. The great coaches are typically the people who were reliable, competent players who really had to work at their craft. That meant they couldn’t “just do” things like the great players. They had to break things down into their component parts and work hard on those elements. That’s the kind of player that makes a great coach.

Sales is very much like sports. Your highest performers are naturals too. They do things naturally that you coach and teach and struggle to get your other reps to do. Now you make that top sales rep a manager. He or she doesn’t understand what it really means to have to work at all the small things – and may not even realize what all those small things are or how to teach them.

Coaching is a huge part of sales management. The top performer can easily become frustrated that his or her team can’t do things that came natural to them. His or team can become frustrated because they aren’t getting the stripped down coaching they need to succeed. It all can – and often does – add up to failure.

Am I saying never promote your top sales makers to manager? No, I never say never. I’m simply saying this is why it often doesn’t work and what you should consider before you do it.

Happy Selling!

Ray

Ray Davis is the Founder of The Affirmation Spot. He’s spent more than 20 years in sales and sales training and more than 25 years studying human motivation. Read more sales articles by Ray.

He is also the author of the Anunnaki Awakening speculative fiction series. Book 1 – Revelation – was released in 2015. Book 2 – Revolution – is due out in 2017.

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Self-Confidence and Understanding – The Affirmation Spot for Monday November 19, 2007

business_handshake_rs.jpgToday’s affirmation is:

“I look everyone I encounter squarely in the eye with sincere respect for them and complete confidence in myself. I am firm in my conviction that I am up to any reasonable challenge. I have the courage and understanding to meet the world on an equal footing; looking down on no one nor standing in awe of anyone.

For everyone, beyond his or her position and burdens, is simply another human being doing the best possible given his or her current circumstances. Remembering this creates understanding within me and contributes to my peace of mind and success.”

This affirmation speaks of courage, conviction, and the confidence to meet the world head on. When we allow our problems and challenges to take center stage in our lives it’s easy to fall into a cycle of diminishing self-confidence. We forget who we truly are and why we’re truly here. We forget our uniqueness and ignore our greatness.

Worse, those feelings and that forgetfulness have ripple effects in the world. We don’t give ourselves the benefit of the doubt and we are even less likely to grant it to the next person. Our thoughts become narrow and judgmental and we don’t take into account the circumstances under which the next person is operating. 

The world can be a better place starting today, if only you will live with greater confidence. When you are confident your vision broadens and more possibilities open up. You see yourself and the world with balanced eyes that recognize strengths as well as opportunities for improvement.

ralph_waldo_emerson.jpgRalph Waldo Emerson is quoted as saying, “If I have lost confidence in myself, I have the universe against me.” Let’s keep the universe with us today.  Pledge to believe in yourself at least a little more than yesterday. Meet the world as an equal and it is forced to treat you as one.

Peace…

Ray
The Affirmation Spot.com

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The Affirmation Spot Solution – Tuesday September 11, 2007

The Affirmation Spot Solution

Audio affirmations are the solution for fitting affirmations into your busy schedule. Audio affirmations allow you to get your affirmation repetition in a multitasking environment. You can listen consciously or unconsciously and get the benefit of your affirmations. There is no need to set aside special time to repeat and memorize them. You “absorb” them the way you do lyrics to a song as you go through your day.

So, what’s new about audio affirmations? There are hundreds of CD affirmation sets available on Amazon or around the Internet. True, but you pay $15 – $100 for a CD set that is hard to lug around and contains many affirmations you don’t need. These sets are also bulky and hard to transport.

Digitally downloaded MP3 files, however, are easily transported on mini-devices like MP3 players or cell phones. They are readily usable on other equipment many people have access to during the day such as computers and CD players.

The Affirmation Spot allows you to:

  • Download individual affirmations in the convenient and flexible MP3 format.
  • Pay only for affirmations that you specifically select to target your professional, personal, and recreational goals rather than those selected by the company making the CD.
  • Select from three different versions of most affirmations:

    • Exercise version which is recorded to upbeat music and at a louder volume for exercise, high activity, or power motivation needs.
    • Relaxation version that is recorded to peaceful or relaxing music and at a lower volume. These affirmations can easily be listened to while working or relaxing.
    • No Music version which allows you to play your affirmations in tandem with your own soundtrack.
  • Select from an ever-growing library of MP3 affirmations, visualizations, meditations, prayers, and bible verses that allows you to use these powerful tools in areas of your life most affirmation companies have never considered.
  • Play your affirmations on any MP3-capable device – your iPod, MP3 player, MP3-capable cell phone, computer, or burn them to CDs
  • Play your affirmations where and when they will do you the most good – in the locker room before the big game, on the way to your sales call, driving in your car, or relaxing in your hammock.

Affirmations are really daily vitamins for your mind. Just like you take you take vitamins for your physical health you need your daily intake of positive thoughts of your choosing to keep you on track to your goals.

Please visit our website and look around. Try a couple of our September Featured Affirmations. As always, your thoughts, feedback, or stories about how you are using the affirmations are welcomed.

Psychologically, today is a tough anniversary for all of us. Please remember to tell the people close to you what they mean to you today.

Have a peaceful and prosperous Tuesday!

 Ray

The Affirmation Spot

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