Maybe you were promoted because you where the
top salesperson. Unfortunately, these talents don't always
translate into being a good manager. 70% of all managers fail
by either quitting or getting fired.
So here are 6 first-time manager mistakes
and how to avoid them:
1. You expect everyone to
work as you worked when you were selling. Sure, you
got where you are by being the best. All salespeople are not
equal. Most employees aren't going to be top performers. Many
don't have the talent and many lack the desire. You have to be
able to manage all types of people to be successful. They
all won't be just like you! (Luckily.) For the ones you can
inspire, motivate, and train - remember that it takes time to
build a quality team.
2.
Politics get in the way. New managers often have
trouble recognizing the pecking order. Instead, try to stay
neutral. Don't get so involved with some people that you
alienate others. Keep your ears open. In time you will find out
who the self-serving employees are. Avoid
politics rather than wasting time figuring out who you
need. Treat everyone with dignity and cooperation. One problem
among newly promoted managers is the failure to build
partnerships and team work.
3. Failure to communicate.
Be upfront from the start. If you expect touchdowns, make sure
everyone knows where the goal is. Set expectations and then let them
know how they are doing. Don't wait until the a problem
with a salesperson is so out
of hand that you are talking of replacing them. As a manager,
how do you feel about employees who
threaten to quit if things aren't gong their way? Nobody
likes threats.
4. Not taking time to
observe. Pace yourself. Some new managers try to
cure before they diagnose. They come up with a list of things
to change before taking time to figure out why things work the
way they do. They are trying to turn themselves into an
immediate supervisory star. Bad move. Don't start firing in all
directions.
5. You think being called
a manager makes you a manager.
Management is not some natural ability that lays dormant in us,
until we get the title Manager. Remember,
self-improvement is a continuous process. Offer more than a
paycheck. If you are a good manager, by working for you,
they'll learn and develop themselves. Many people want to
grow. If you make them feel like they can, they'll gravitate
toward you.
6. You stop doing what
made you successful. Remember, you may have gotten
promoted because you where an excellent salesperson. So go out
and get involved in the action,
regain your passion! Go take some turns and close some deals.
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