Video Mystery Shopping: Why a GREAT salesperson MAY NOT be a GREAT Sales Manager

(Part 1 of 2)

Ahhhhhhh!!I’ve seen it happen a million times in the building industry. The builder has a SUPERSTAR sales person. She can sell ice to Eskimos! She meets (and usually exceeds) her sales goals week after week. She knows how to overcome objections, win over clients, and CLOSE the deals. She’s awesome! So awesome in fact that the division president decides to make HER his new Top Gun Sales Manager! She has all the traits of a GREAT Sales Manager. She is a self- starter, problem solver, goal oriented woman who is also very professional in her appearance and demeanor. Everyone is THRILLED……for the moment. Now, let’s fast forward 3 months.

Our Superstar sales person has lost her mojo.  She resents attending so many meetings. She doesn’t like all the fires she has to put out on a daily basis. And, her sales people DRIVE HER CRAZY! She becomes very frustrated and starts to feel like a loser with a capital L. Finally, in desperation, she goes to her Division President and BEGS to have her old sales job back!

How could this happen?? Don’t ALL sales people strive to be promoted to management?? The answer is NO. Promoting your top salesperson to sales manager is NOT usually a good idea. The reason is simple, there are major differences in the characteristics of a great sales and a great sales manager.

If you are heading to the International Builder’s Show next week be sure to attend my POP! 30 Secrets to Building and Managing a Firecracker Sales Team’ workshop on January 22nd, as this is just one of the things I will be talking about and I will have a hand-out that shows the MAJOR differences between what constitutes a Salesperson from a Sales Manager.

One of the primary differences between the two has to do with focus and vision. You see, a GREAT salesperson has focus. They understand what the immediate end result should be (getting the sale) and they come up with a game plan, focus on it, and work towards that goal.

A Sales Manager on the other hand, has VISION. He has to see the BIGGER picture, not just the immediate result. He has to look at every aspect of the process, including how to create a team culture and then how to motivate that that team to get results. The Sales Manager’s focus is not on self. It is on his team. While a great sales person may or may not be a team player, it is imperative that a great Sales Manager is!

For another analogy, think about your favorite sports team…in most cases, the ‘star’ athletes do not go on to become coaches, and most of the coaches were never the ‘star’ athletes. There is nothing wrong with this, actually is makes perfect sense. We are all given strengths and weaknesses and the REAL magic happens when we understand our place within the team. That’s when it becomes a Win/Win for everyone!

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One Response to “Video Mystery Shopping: Why a GREAT salesperson MAY NOT be a GREAT Sales Manager”

  1. Mike McGivney Says:

    Melinda, what would be the cost to have video mystery shopping done for my sales team in Michigan. I will have approx 25 – 30 needed in ’13. Would need to have the videos done so I can download or put on DVD for both the manager, sales counselor and myself. Thanks Mike

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