PPB November 2017

I love sales management. Yes, it can be aggravating, but if your mindset is right, there are certain moments that make it all worthwhile. One of thosemoments is what I call the “launch”—that point when everything is coming together for your new salesperson. Activity patterns are forming, the sales pipeline is filling and those first few sales are coming in. That’s when you know your new salesperson is going tomake it. Any sales manager who doesn’t smile and feel a surge of pride—both for themselves and the salesperson— isn’t cut out for the job. Here’s the rub. While this is one of the most gratifying moments in sales management, it’s also one of the most delicate. If you want to get the most out of your new salesperson, it’s critical that you work to reinforce and build his or her confidence— while avoiding behaviors that can be confidence killers. A friend of mine recently decided to launch a sales career. She struggled for awhile, as most new salespeople do, but she’s now moving in the right direction. In fact, she’s having a month that would be a breakout month for a seasoned veteran, not just a rookie. Which is why her sales manager’s actions are so concerning to me. Her sales manager still accompanies her on customer calls. Earlier this week, she told me about a miscommunication: she didn’t realize she was supposed to bring a document to Three Ways To Develop Rookie Salespeople Sales managers who clap more than critique will produce more confident salespeople. by Troy Harrison 50 | NOVEMBER 2017 | GROW