10 Things Sales Managers Should Never Say to a Salesperson
If you work in sales long enough, you’ll probably get an opportunity to go into sales management. It’s the natural career trajectory for many successful sales reps looking to move up. Of course, some sales reps have no interest going into management either because they don’t want the responsibility or because they’ll make more money as a salesperson. But those who do make the leap into management oftentimes discover just how challenging it can be to effectively manage a sales team.
(Of course one trick to being a great sales manager is to have your team use a CRM like Spiro that takes the work out of sales.)
While it’s true that some brash and abrasive sales managers can be effective at getting results, there are plenty of likable leaders that can get their salespeople performing without having to be disrespectful or overly aggressive. On the other hand, some sales managers are too timid, and don’t focus their teams effectively. In either case, there are certain things that a sales manager should never say to a salesperson. Here are ten:
1. “There are plenty of people who would love the opportunity you have.”
Uhhhh, thanks? Usually when a sales manager says this it’s because they think it will motivate a sales rep to work harder, or it’s a thinly-veiled threat that you’re easily replaceable. In either case, it’s likely to have the opposite effect.
2. “I’m heading out now, you guys stay”
Leaders should be the hardest working people in an organization, and should lead by example. A recent study showed that children whose parents were hardworking and encouraged them to work hard ended up being harder workers than children whose parents were not hard workers but encouraged them to work hard. The same goes for sales managers.
3. “I’m the best salesperson here”
Bragging about how great you are won’t do anything to endear you to your team, and will most likely have the opposite effect. Even if you were the best when you were on the floor, let your track record speak for itself.
4. “This isn’t my responsibility”
Passing the buck is what weak leaders do. Great leaders work through problems, even if it’s not their responsibility. This shows your staff that you care about their problems, and that you’re willing to take the time to help, which will pay divedends down the line.
5. “You should be more like so and so”
Encouraging salespeople to rise to the occasion is good, comparing them to someone they’re not is bad. Great sales leaders are able to recognize that everyone is different, has their own motivations, and will respond differently in situations. Encourage people to be the best versions of themselves, not someone else.
6. “Back when I was a sales rep”
While everyone loves hearing war stories, they usually don’t do much to motivate sales reps. Just like the “When I was your age, we walked 8 miles through the frozen tundra to get to school,” lecture doesn’t do much to inspire children, neither will your rant about how you had to make 370 calls per hour with one hand tied behind your back on a rotary pay phone in the mid 80’s.
7. “This is coming from upper management”
Managers love to phrase things this way because they falsely believe that it builds a sense of camaraderie between the team, but all it does is engender an us vs. them attitude against their own company! Your goal is team-building, not making your sales staff hate the C-suite.
8. “This isn’t 100% legal, but”
If you’re a sales rep and ever hear your manager say this, you should immediately hand in your letter of resignation. There are certain industries where sales reps are encouraged to skirt the law, and none of these places ever end up being a career for anyone. There are millions of ways to make money legally, so don’t be weak enough not to.
9. “I don’t want to hear about it.”
Again, the difference between a great leader and everyone else is how much time and effort they’re willing to put into their leadership. Listening to sales reps is just as, if not more important as listening to your customers. Make time for your sales reps and help them to grow.
10. “We’ve always done it this way.”
The problem with saying this, especially in this day and age is just how quickly sales is changing. Disruptive technology like Spiro is creating new opportunities for salespeople to work more effectively, and those who adapt to change will out-perform those who are stuck in the past.
