|
|
|
How do most sales managers get their jobs? They’re usually promoted right off the sales floor... |
 ...having proven their ability as a top performer.
But does that mean they’ll also be a good manager? Not necessarily. In fact, the things that made you good at selling are often contrary to making you a good manager . Let me explain:
There’s an old saying that goes,
'Facts Tell - Stories Sell'
A good salesperson is a master at the art of story telling. And it’s absolutely necessary to get customers into the right frame of mind. In contrast, good managers must learn to deal more with facts. They must operate under a different set of rules if they’re to reach the objectives set by the dealership.
These rules may include:- Establishing clear goals and monitoring each salesperson’s progress
- Working with greeting, demo and closing ratios to determine a salespersons effectiveness
- Determining used inventory requirements and pricing strategies
- Hiring and firing
- Training and coaching
- Profit and loss analysis
In other words, utilizing logic and reason, while effectively managing a group of creative salespeople.
So be honest with yourself. If you’re finding your success as a manager falls short compared to your sales success, consider developing your management skills. Read some books, or better yet, take one of our Sales Management self study courses. The investment you make in personal development will pay off by making you a skillful and successful sales manager.
|
|
|
For more information or should you have any questions please contact:
shawn.ryder@autouniversity.com© 2008 Auto University - A Division of Ted Ings Group, Inc. All Rights Reserved 
|
|
