In my last few posts about different types of buyers and how to sell them, I shared advice about how to sell a “Post Turtle Buyer”. I had planned to keep sharing different buyer types I have worked with over the years. What surprised me were the emails and calls I received asking; what should I do if I report to a “post turtle sales manager”? The reason I started blogging was to share advice in hopes it helps and serves others. If you report to a “post turtle sales manager” this post is for you.
First we need to make sure we are talking about the right challenging sales manager. A “post turtle sales manager” is one that was placed in this role and does not know what to do there. Someone else put them there and they did not climb up there, earn this position on their own. When I spent some time researching why sales super stars leave, I found one of the leading reasons was their boss; their sales manager. However most of those interviews were about what I referred to some time ago as the “Ass Kicker”. The Ass Kicker is a jerk basically who subscribes to; the beatings will continue until the moral improves weekly. When something goes wrong, sales are not met they quickly look for an ass to kick or a throat to choke. They lack the emotional intelligence to manage themselves let alone a team of people. They often lead with fear and intimidation and if you are struggling with this type of sales manager I have some advice for you here.
A Post Turtle Sales Manager is different. They may have been a salesperson promoted. After all since they were so strong at selling they would be an awesome sales manager right?… WRONG. Managing and leading people requires an entirely bigger skill set than how to sell products effectively.
I have seen Post Turtle Managers also emerge from the owner’s rolodex of “smart” people and or relatives.
Just because you are smart is does not insure your success leading a sales team.
Just because you may have the same DNA flowing through your veins as the owner, it does not mean you have the training, experience and gifts to lead a sales team.
What should you do if you now have a post turtle sales manager?
- Make a decision – do you want to work for them? You now understand who and what they are and are you willing to sign up for this deal? If the answer is no, and it often is with sales super stars, start making your plan to exit now.
- Assuming you chose to stay, first identify how they will be judged.
- Help them achieve their objectives.
- Ask them to go on some four legged sales calls.
- lead up; you do not have to have a title to have influence
- Find them a raving fan account contact they can bounce ideas off of and learn about current market problems common in your business.
- Find them a Mentor, someone in your organization or someone in a similar role serving your industry but obviously not a competing company.
- Find them an industry association group to join, participate in.
- Help them find a local leaders organization like Vistage.
- Encourage them to subscribe to content, like my blog here at www.nosmokeandmirrors.com
Other sales and sales leadership content I would highly recommend includes;
Selling Power: http://salesleadershipblog.sellingpower.com/
Sales Benchmark Index: http://www.salesbenchmarkindex.com/bid/97712/Why-Slow-Sales-Leaders-Won-t-Survive
Top Sales World: http://topsalesworld.com/topsalesmanagement/
Salesforce Blog: http://blogs.salesforce.com/company/
Revenue Journal: http://www.revenuejournal.com/
Content specific to leadership would include;
Management Excellence: http://artpetty.com/blog/
Chris Brogan: http://www.chrisbrogan.com/
How to change the world: http://blog.guykawasaki.com/
Tom Peters: http://www.tompeters.com/
Leadership Wired: http://www.johnmaxwell.com/blog/
Brian Tracy’s Blog: http://www.briantracy.com/blog/
Leadership Now: http://www.leadershipnow.com/leadingblog/
Some you tubes they could watch include:
You don’t have to go it alone; http://www.youtube.com/watch?v=kL03rvRxnys
This week in sales: http://www.youtube.com/watch?v=DVpAu4jvvb8
Connie Podesta: http://www.youtube.com/watch?v=FLhuFKCiX0A
A couple of great books;
If you now report to a Post Turtle Sales Manager you can moan, complain and participate in all those non value adding negative conversations with your peers,…or be a part of the solution. Offer to help your sales manager learn how to become successful and who knows you may find they are the perfect boss…and become a lifelong friend as well.
Have you worked for a post turtle sales manager?
What Advice would you give to others?