Do You Know the 10 Biggest Mistakes Sales Managers Make?

Do you spend too much time putting out fires?iceberg sales managers make mistakes

Are you pulled in every direction?

Do you expect improvement from your team but just aren’t getting it?

You may be making one or more of the 10 Biggest Mistakes Sales Managers Make. And aren’t aware of it.

It can be frustrating. It can hurt your effectiveness and hold back your team. It can even stunt your personal career growth.

It’s like dodging icebergs on the seas of change while greater obstacles float below the surface.

Sales managers are routinely promoted from within the ranks. As outstanding sales professionals, they often display a natural leadership. If they are so effective as sales people, everyone thinks, imagine how much they could accomplish if they led an entire team!

Career advancement often occurs like this in a fluctuating business landscape. As a salesperson, what other opportunities for advancement are there? Non-management career paths are scarce.

But successfully working a sales process is very different from effectively managing a sales team. The way grilling the perfect backyard burger compares to running Bobby Flay’s Burger Palace. Some tools and techniques are the same but many more people are involved.

It may be surprising but in most companies untrained sales managers make the same mistakes repeatedly.

But now you can stand out. You can better leverage your potential and accelerate your effectiveness.

Download The 10 Biggest Mistakes Sales Managers Make now.


  • When you use sales instinct experience to make management decisions … sales stagnate or decline and a true team never develops.
  • When you play the role of fire fighter … frustration and morale issues grow and sales processes slow down.
  • When you act on conflicting priorities … managers and employees burnout and assigned targets are missed.

Download The 10 Biggest Mistakes Sales Managers Make. You’ll receive a 9 page PDF listing the 10 mistakes. Plus an explanation of the problems they create. And recommendations for solving them.

Imagine coming to work every day and having meaningful inspiring conversations with your team. Encouraging and coaching them in their sales steps. Growing sales revenue. Building a lean, mean selling machine. Seeing steady improvement and consistently exceeding quota.

As nationally recognized sales management training experts, Learning Outsource Group can give you the knowledge you’ve been missing. And help you navigate the seas of change.

Sometimes, “you don’t know what you don’t know.”

But now you do!

Download the 10 Biggest Mistakes Sales Managers Make here.

Lessons in Leadership: 3 Steps for Focusing Your Energy – Part 3 of 3

In our first two posts in this series, we discussed how energy levels can affect our ability to focus. We also reviewed the differences in our areas of Control, Influence, and No Control.

Now we give you an easy to implement plan when facing these different situations. Here are 3 steps for focusing on your goals.

There are some words of wisdom we’ve learned that can help anyone to be happier and more productive in the three areas of Control, Influence, and No Control.

Continue reading…

Lessons in Leadership: Focusing Your Energy By Understanding What is Within Your Control – Part 2 of 3

In the previous post, Focusing Your Energy, we discussed how our energy levels can be affected by our attitude and by our actions. But how do we protect ourselves from negative energy drains?

By understanding what is within our control and what is not.

The Areas of Control

There are certain things in your life you can control. Let’s consider your work life for a moment. Aren’t there choices you make for yourself and by yourself? Continue reading…

Lessons in Leadership: Focusing Your Energy – Part 1 of 3

In this three part series, we take a unique look at focusing your energy to accomplish your goals. As a sales manager, you may sometimes feel you have too many things to focus on. We have a helpful way to look at refocusing.

First, let’s look at ways our energy level can be affected.

On what do you spend your energy each day?

My ability to achieve is improved by the energy I’m willing to contribute to my objectives.

It’s been said many times, “We get out of a thing what we’re willing to put into it.” We believe this to be true. The important question to ask is, “Where am I spending my energy?”

Each of us has an allotted amount of energy to be expended on any given day. We all work a certain number of hours. Plus, we have lives and responsibilities outside of work that require an investment of personal energy as well. Just like you, we managers sometimes go home at the end of the day feeling like one more responsibility or crisis would be more than we could stand.

Continue reading…

Lessons in Leadership: Decisions That Pay

This Lesson in Leadership will help sales managers coach their team in making better decisions.

Every day we are faced with choices at work. Each of the choices we make impacts our lives, productivity, and opportunities in some fashion.

My decisions determine my destiny.

All decisions have consequences. As managers, we’ve learned every decision we make will either simplify or complicate our lives. If we make any decision without considering the long-term effects, the consequences we endure are often more taxing than the original decision situation.

Likewise, if you make decisions on the job which don’t reflect your #1 priority, you may also complicate your life and in turn diminish the satisfaction you might otherwise realize if you had maintained your focus on the bigger picture and the #1 priority.

It’s all up to me and the decisions I make. Continue reading…

Lessons in Leadership: Choosing Priorities

time clock choosing priorities sales management trainingTime is a limited resource for everyone in sales. Learning how to manage time, eliminate time wasting habits, and prioritize successfully is a valuable skill for both sales managers and their team.

This Lesson in Leadership will help sales managers direct their team in uncovering time wasters and then in finding ways to minimize or eliminate them.

Everyone occasionally struggles with managing time these days. There seems to be so much to do and so little time to do it in.

Time is that quality of nature which keeps events from happening all at once. Although, lately it doesn’t seem to be working!

Using time effectively can be a life-long pursuit. But, who really has the time to pursue it? As if you don’t have enough to do already, other people continue to bring you things they would like to see done as well. In the “hurry and get everything done” world you work in today, how can all of the priorities getting pressed upon you ever be satisfied?

Continue reading…

Client Spotlight: IDC Latin America Strengthens Its Management Team

“Our business is improving yours” and we’re pleased to see that another one of our clients, IDC Latin America, is improving.

International Data Corporation (IDC), a top market research and advisory firm for information technology, telecommunications, and consumer technology companies, recently announced a round of promotions for IDC Latin America. Ricardo Villate has been promoted to Group Vice President; Jay Gumbiner is now Vice President of Research; Alejandro Florean is now Vice President of Consulting; and Filomena de Freitas is now Sales Vice President.

sales training and management training helps rapid changeThese veteran executives are being promoted because IDC is adapting and succeeding within a rapidly changing industry. IDC itself predicts that “2014 will be a year of escalation, consolidation, and innovation” for the computer industry.

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Lessons in Leadership: Developing Resources

As a sales manager, you may feel that you must have all the answers. Both managers and employees will benefit from developing resources. Resources help us answer questions and find solutions. Traditional information sources are one type of helpful resource. But we also find helpful sources of insight and feedback among co-workers and team members.

This Lesson in Leadership demonstrates how having a variety of resources at your fingertips can help you work more efficiently, find answers quickly, and develop promotable employees. It also demonstrates how to encourage this same habit in your team.

At work, where change continues to be our greatest asset and most unyielding foe, this statement means more today than ever:

A smart man isn’t one who knows all of the answers. A smart man is one who knows where to look for answers.

We all have a responsibility to become experts in our work and/or field. And yet, with everything changing so dramatically and quickly it is sometimes impossible to know everything about everything on the job. In some work groups the manager has become the primary employee resource for answering questions and solving problems. Unfortunately, when this occurs, a manager who provides all of the answers may unintentionally limit the versatility, growth, and satisfaction of his or her employees.

You can actually become happier, more productive, and less stressed when you develop a wide variety of resources that offer answers to questions, support when needed, and assistance during challenge.

Continue reading…

Lessons in Leadership: Mutual Commitments

Coaching is the ability to consistently demonstrate leadership competencies that accelerate individual and team development. Mutual commitments are a powerful developmental tool. As a sales coach or manager, you can use mutual commitments to develop employee focus and commitment.

This Lesson in Leadership demonstrates how to use mutual commitments to help your team members focus their attention and efforts on continuous self-improvement.

It has been said, “As much as some things change, other things stay the same.” Here is a concept that has remained true over time:

The most important stride toward success is a commitment to personal excellence.

Any person who wishes to achieve more than they already have must consider devoting a certain amount of time to introspection and self-improvement. Introspection is the most powerful, positive and personal development tool we possess as human beings and yet, we sometimes don’t use it when we could or should. Why? It could be we’re concerned about what we might see if we look too closely at the man or woman in the mirror. It could also be we’re so very busy running to and from the next activity or task in our attempt to tread water in the waves of ever-increasing expectations.

The fact remains: if we are ever going to achieve the potential of our talent and capability then we must also yearn for improvement.

Continue reading…

Lessons in Leadership: Successful Leveraging

This Lesson in Leadership addresses leveraging people for career success.

Sales managers experience success when members of their sales team experience both team and career success. Managers and sales professionals can collaborate to leverage each others’ strengths and create success together.

This Lesson in Leadership discusses how teamwork can lead to departmental and/or individual career success. 

In a world where expectations for performance continue to increase, this statement contains genuine value:

The easiest way to be successful in the future is together.

Almost everything of value any person may accomplish in life involves, at some level, other people. Depending on the area of life you’ve chosen to improve, achieving success may indeed include family, friends, co-workers or even us … your managers. Whenever two or more people work together to achieve a common goal, we call that leveraging.

The joy of success can actually be diminished when we don’t allow others to participate and help us. Why? Because we have no one with whom to truly share the joy. As human beings, our sense of accomplishment actually grows stronger when we know other people who care about us have witnessed the hard earned improvement or success. Plus, they in turn experience pleasure because in some small way they helped us to achieve our goals. Because they care about us they actually derive a certain amount of satisfaction from our successes.

lessons leadership successful leveragingA load is more easily moved when everyone pulls in the same direction.

As managers we ask all employees to accept personal responsibility for the work that they produce. We believe without the personal commitment from each employee to his or her job, higher levels of productivity may never be reached. What you may be unaware of is, we don’t expect you to travel this road to greater productivity and achievement alone. We’d like to help.

We win or lose … together.

Continue reading…