by Joseph Freeman | Updated Sep 18, 2024
You’ve got a top salesperson who's crushing it, and now you’re ready to give them more responsibility by promoting them to a sales manager role. It’s a smart move! Promoting from within motivates your team, rewards hard work, and ensures continuity in your sales processes.
But the transition from star salesperson to effective sales manager isn’t always smooth. In a recent webinar with Eduardo Parodi, a seasoned sales coach from Metis, we discussed how to help newly promoted sales managers thrive in their roles. Here’s how you can ensure your rising stars succeed as sales leaders.
The Power of Promoting from Within
Promoting your best talent has a ton of upside. When you give your team a clear path for growth, it boosts morale, strengthens your company culture, and shows your commitment to developing your people. Your new sales manager already knows your business, your customers, and your team, giving them a huge head start.
But there are a few key factors you need to consider when making this transition smooth and successful.
Why Your New Sales Manager Needs Support
Moving into leadership isn’t just about maintaining past performance—it’s about multiplying it across a team. Here’s where you come in. As a business owner or executive, your job is to provide the right training and support. Without it, even the most talented salesperson can struggle to lead.
A few critical areas where new sales managers often need help:
1. Adapting to Leadership
Leadership requires flexibility. Every team member is different, and every situation calls for a unique approach. Help your new sales manager develop different leadership styles—from coaching to delegation—so they can adapt to whatever comes their way.
2. Shifting from ‘Closer’ to ‘Coach’
As a top salesperson, your new sales manager probably closed a lot of deals themselves. But now they need to coach and guide others to do the same. Encourage them to support their team in the field without jumping in to take over. It’s all about empowering their salespeople to succeed.
3. Mastering Forecasting and Accountability
New sales managers might not be used to forecasting and holding their team accountable for performance metrics. Provide training on how to set clear goals, track progress, and use data to drive growth. A solid grasp of these skills will set your sales manager—and your company—up for long-term success.
Building a Path to Success for Your New Sales Manager
Promoting from within is the first step, but giving them the tools and environment to succeed is where the real magic happens. Here’s how you can do that:
1. Provide Ongoing Training and Development
Continuous learning is key. Invest in leadership training for your new sales manager. Whether it’s workshops, mentorship, or one-on-one coaching, giving them the skills they need to lead will pay dividends in the long run. Training isn’t just an investment in the individual—it’s an investment in the future success of your entire sales team.
2. Set Clear Expectations and Goals
Lay out a roadmap for success. Make sure your new sales manager knows exactly what’s expected of them in terms of leadership style, team performance, and revenue growth. Break down goals into actionable steps, like the number of weekly sales calls, proposals submitted, or client visits. When goals are clear and specific, your new sales manager will know exactly what they need to focus on.
3. Establish a Check-In Rhythm
Sales management is all about balance. You don’t want to micromanage, but you do need regular check-ins to keep the team on track. A weekly touchpoint is a great way to review performance, offer coaching, and troubleshoot any issues before they become major problems. Regular communication builds trust and ensures everyone stays aligned with company goals.
4. Encourage Autonomy
Salespeople thrive on autonomy, and your new sales manager is no different. Give them the freedom to lead their team their way while providing guidance and support as needed. Encouraging autonomy not only helps them grow as a leader, but also empowers their team to take ownership of their work.
Watch for Growth—and Celebrate It
With the right training and support, your newly promoted sales manager will quickly grow into their role. Keep an eye out for those leadership wins—whether it’s increased team engagement, better forecasting accuracy, or improved sales velocity—and make sure to celebrate those milestones. Recognizing their growth reinforces their success and motivates them to keep pushing forward.
Your Role as a Leader
As a business owner or executive, your role in this transition is crucial. You’re the one laying the groundwork for your new sales manager’s success. By providing the right tools, training, and support, you’ll not only help them thrive in their role but also build a stronger, more resilient sales team overall.
Ready to Help Your Sales Manager Succeed?
If you’ve promoted from within and want to make sure your new sales manager has the best shot at success, now’s the time to invest in their development.
Start with this 10-Question Sales Agility Assessment.
