Questions and answers from David Peterson's ask the expert forum.
Topic: Managing Experienced
Representatives
12/11/2009
Question:
I am a new Sales Manger. I just got
promoted. My problem is that all of the sales representatives are older and more
experienced in sales with this company than I am. I have years of experience
selling to this new company but I was just hired on to run their sales
department. I know most of the current sales reps from my previous position.
If you could tell me some words of
wisdom that could help me managed these older, experienced reps what would that
be?
Answer:
A lot of us have been put into
this same situation. You just got hired into a supervisory position in a
well established sales organization. Sales in the organization may be good,
in fact your sales department may well be world class. So here are the two
golden rules that you need to observe to "break"
into your new role.
-
Earn their trust, work hard
for them, go to bat for them, and they will begin to work for you.
That's what you are shooting for a team that wants to work for you, not
just your company, but YOU. Always
remember that Sales Managers are basically overhead. Needed overhead but
overhead nonetheless. Don't go in with guns-a-blazing. Go to bat for
them instead, earn their trust first.
-
Before you begin coaching
make sure you understand the departments entire chain of command, and
the reps internal hierarchy. There are always A,B,C and D players
in every organization. My advice (and you need to take this advice) is
to coach the "D" players out, coach the "C" players up, coach the "B"
players after the "Cs," and finally ask the "A" players for advice. Once
the department is yours then you can coach the "As" and really work on
the "B" players.
This type of situation, where you
are moving into a supervisory position in a well established sales
organization can be tough. You need to have supervisory experience to pull
it off.
For all hiring managers reading
this I will say it one more time... Hire an experienced Sales Manager if you
find yourself in this position.
It is a completely different
situation if you are trying to revamp the department or start over. But when dealing with a room full of type
"A" personalities it's best to remember the two rules above.
Remember the two rules and you
will be miles down the road in a few short weeks. Good luck in your new
supervisory role.
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