30 Minutes to President's Club | No-Nonsense Sales 261 (Lead) Why Most Sales Reps Fail As Managers (Mark & Armand)
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Oct 31, 2024 Mark and Armand dive into the art of promoting sales reps to managers. They emphasize the importance of a sales manager's role in team success and creating supportive environments. A unique 'taste test' approach helps evaluate candidates before promotion. The duo advises against bias and highlights the need for leadership skills over sales performance alone. Additionally, they discuss the complexities of transitioning from sales to management, emphasizing mentorship and aligning individual strengths with roles.
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Sales Manager's Core Job
- A sales manager's primary job is efficacy, the ability to affect change.
- This includes changing mindsets, behaviors, skill sets, energy, and culture.
Conscious Competence
- Look for sales reps who can explain "why" behind their actions, not just "what."
- This conscious competence is crucial for effective management and coaching.
Nate Broome's Success
- Nate Broome, a successful sales leader at Outreach, excelled as a manager despite limited direct sales experience.
- This highlights that managing and selling are distinct skill sets.