So you decided to promote your sales star into a management role…
To increase the likelihood that this person will succeed, here are a few tips:
Have a conversation with your sales star about what the sales management role would entail. Let the individual express honestly, without fear of reprisal, what he or she sees as both the positives and negatives of the role. Determine whether you can work together to counter any potential negatives.
Let the sales star tag along with you for a week and see exactly what you have to deal with on a daily basis, allowing time for questions and clarity along the way.
Explain the expectations for the role. State specifically what this individual will be held accountable and responsible for. How comfortable is he or she in holding others accountable, others who were just yesterday their peers? If there’s any question on your part regarding whether this individual can stand tough, do further digging for the truth. Provide one or two hypothetical situations where a sales person isn’t making his or her numbers and mentor how you would handle the situation. Then let your sales star put into his or her own words how the situation would play out. Debrief in depth.
Be clear on the amount of training and support you’ll provide this individual. Haphazard training or inefficient systems in place will only lead to frustration and a very long learning curve. You’re obligated to do everything you can to help this individual succeed. Set structure to the transitional process.
Lead by example. Set realistic goals with timelines that the new manager helps to create. Have ongoing conversations regarding what challenges the new manager is facing and what he or she may need from you in order to experience greater job satisfaction. Don’t watch your clock when it comes to mentoring.
There are a few, select individuals who can excel as both a sales contributor and a sales manager. These individuals are truly unique in that they can wear two hats simultaneously and succeed in both roles.
Thursday, January 08, 2015
What Can Sports Teach YOU?
In our society, a vast majority of the people view sports as a mode of entertainment, failing to realize that sports can also play a crucial role in their work and life.
Consider these five lessons from sports:
1. Hard Work beats Talent when Talent fails to do the Hard Work.
If you think that you are the best, then you are living in a mythical world. There is bound to be someone who will be more talented than you are. That’s how the world works. But the one thing that talented people forget is the power of hard work that can help them achieve their goals and get them where they want to be.
2. The difference between possible and impossible lies in a person’s determination.
“This is just impossible – How can I do this?” How many times have you heard the same lines echoing in your mind? Everyone has their own dreams. The big question is how many have the courage to follow them. There are times when we feel like giving up in our lives. If you try, no one can tell you for sure if you will succeed, but if you give up, you will not succeed in life.
3. Negativity will knock at your door, but it doesn’t mean that you have to let it in.
There is not a single person on earth who has not heard negative feedback about their dreams and what they want to do in life. Some people will laugh at you and your ideas, and tell that you will be a complete failure. Remember, if people are trying to bring you DOWN, it only means that they are below you.
4. A goal is a dream with specifics and a deadline. Every year, many people set goals in the hope that we will accomplish it as early as possible. The goals can vary from I will eat less, or I will lose weight, I will get ahead at work or I will go to gym regularly. Can you see the problem here? The problem is that these “goals” are too vague. Michael Jordan wrote: “I approach everything step by step. I had always set short-term goals. As I look back, each one of the steps or successes led to the next one.” The more specific you are, the more likely you will reach your goals.
5. Your greatest fear should not be aiming too high and missing; but aiming too low and achieving.
Failure is a dreaded word in our society and many people fear failure. What if I get rejected? What if I don’t succeed? Many people don’t try at all because they are afraid. Every successful person has failures and yet they still became successful.
Mark Cuban failed numerous times in his life. Barbara Corcoran, a fellow shark on the show Shark Tank revealed how her ability to come back from failure is one of her greatest strengths. “I am so good at failure, it’s like my specialty.”
If sports has anything to teach us, it is that we always have a second chance. People who aim high, believe in their abilities and try multiple times, often end up becoming the most successful in the end.
“I’ve learned that it doesn’t matter how many times you failed, you only have to be right once. I tried to sell powdered milk. I was an idiot lot of times, and I learned from them all.”- Marc Cuban.
In the end, sports is not just entertainment. It has many lessons to teach. What have you learned from sports?
In our society, a vast majority of the people view sports as a mode of entertainment, failing to realize that sports can also play a crucial role in their work and life.
Consider these five lessons from sports:
1. Hard Work beats Talent when Talent fails to do the Hard Work.
If you think that you are the best, then you are living in a mythical world. There is bound to be someone who will be more talented than you are. That’s how the world works. But the one thing that talented people forget is the power of hard work that can help them achieve their goals and get them where they want to be.
2. The difference between possible and impossible lies in a person’s determination.
“This is just impossible – How can I do this?” How many times have you heard the same lines echoing in your mind? Everyone has their own dreams. The big question is how many have the courage to follow them. There are times when we feel like giving up in our lives. If you try, no one can tell you for sure if you will succeed, but if you give up, you will not succeed in life.
3. Negativity will knock at your door, but it doesn’t mean that you have to let it in.
There is not a single person on earth who has not heard negative feedback about their dreams and what they want to do in life. Some people will laugh at you and your ideas, and tell that you will be a complete failure. Remember, if people are trying to bring you DOWN, it only means that they are below you.
4. A goal is a dream with specifics and a deadline. Every year, many people set goals in the hope that we will accomplish it as early as possible. The goals can vary from I will eat less, or I will lose weight, I will get ahead at work or I will go to gym regularly. Can you see the problem here? The problem is that these “goals” are too vague. Michael Jordan wrote: “I approach everything step by step. I had always set short-term goals. As I look back, each one of the steps or successes led to the next one.” The more specific you are, the more likely you will reach your goals.
5. Your greatest fear should not be aiming too high and missing; but aiming too low and achieving.
Failure is a dreaded word in our society and many people fear failure. What if I get rejected? What if I don’t succeed? Many people don’t try at all because they are afraid. Every successful person has failures and yet they still became successful.
Mark Cuban failed numerous times in his life. Barbara Corcoran, a fellow shark on the show Shark Tank revealed how her ability to come back from failure is one of her greatest strengths. “I am so good at failure, it’s like my specialty.”
If sports has anything to teach us, it is that we always have a second chance. People who aim high, believe in their abilities and try multiple times, often end up becoming the most successful in the end.
“I’ve learned that it doesn’t matter how many times you failed, you only have to be right once. I tried to sell powdered milk. I was an idiot lot of times, and I learned from them all.”- Marc Cuban.
In the end, sports is not just entertainment. It has many lessons to teach. What have you learned from sports?
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