If you’re a sales manager you may be making the following error and not even know it. If you’re a sales professional and your sales manager is making this error, you can take steps to work around it.

First, Some Examples
Most sales managers are able to provide the following “coaching” with little or no sales management training.

• “You’re behind on your numbers for the month.”
• “Your funnel is not where it should be.”
• “You’re contacting the wrong level of decision maker.”
• “You’re not introducing new products or services to your customers.”
• “You’re not engaging with buyers early enough in the buying cycle.”

The Problem
The problem with this kind of “coaching” is that it isn’t helpful. I call it “Report Card Sales Management.” When I was in junior high, I didn’t need to see my report card to know that I was doing badly in algebra. Pointing out my poor skills in algebra did not make me better in math, nor did it inspire me to be a mathematician.

What I needed was help in algebra. This is the dilemma when sales professionals are struggling and they work for a Report Card Sales Manager. They need coaching on the “how-to” from someone who knows what they are doing and has a stake in helping.

A Personal Story
I used to work as a Sales Director for a VP of Sales who had never carried a bag. No sales experience whatsoever. I know it sounds crazy, but it was a Fortune 500 company where tenure and who you knew were the primary criteria for promotion. How much help do you think I got from this person other than a statistical analysis of where my sales team stood?

For Sales Managers
If you find yourself with the title of “Sales Manager” and you don’t feel competent in that role, then start learning and quit insulting your sales team with Report Card Sales Management. It doesn’t help, and it is annoying to them. Simply stated, start learning how to help them instead of analyzing them. This will eventually cause them to respect you more too.

For Sales Professionals
Not sure whether you have one of these sales managers? Here’s the decisive test. Has he or she ever sold what you’re selling? Does he or she actively participate in helping you develop business? If the answer to both of those questions is “no,” you can be fairly confident that you have a Report Card Sales Manager.

If you find yourself working for a Report Card Sales Manager and you need developmental help (and we all do), you can do several things. Look for help from your peers. Look outside of your company for a sales mentor. Search for sales training both inside and outside your company that will fill the gaps.

©2010 Scott R. Sheaffer

Related posts:

1. Lazy And Chaotic Sales Management Habits
2. Getting Promoted Into Sales Management
3. A Puzzling Sales Management Issue That Really Irritates A Sales Force

Tags: career, dysfunctional, manager, performance, sales advice, sales-training

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