Why Sales Managers Fail

These are some behaviors I have been guilty of or observed over the years that did not help:

• Keeping the wrong people. Sales is not for everyone
• Forgetting that you are in a coaching role now, not field sales
• Not doing a rigorous review of orders at least weekly. Forecasts are dynamic, especially these days
• Not spending enough time with sales people making well planned appropriate customer visits. Customers enjoy the attention.
• Playing "the blame game" when an important order is going south. Instead, help assess the situation and develop a recovery plan.
• Discussing personal feelings with the company president or CEO.