Interview with sales leadership guru Tony Hughes (#341 in the TALKING SALES series)

WHAT TIPS DO YOU HAVE FOR A NEW SALES MANAGER?

A friend of mine was recently promoted to sales manager of a team of seven and a mentor of his said to him: /"What made you a successful salesperson could make you fail as a sales manager/". Do you agree? What tips do you have for her?

In this recent video interview, I asked Tony Hughes what tips he had for anyone transitioning into a new sales management role.

Here are some of the tips he shared.

YOU NEED A MINDSET CHANGE

/"Being a manager and leader is all about 'servant leadership'". You need a /"mindset change – it's no longer about you – it's now all about others/". /"You need to move from artist to engineer . You have to go from being self-centered to being other-centered.”

BE BOLD WHEN DELIVERING YOUR TEAM

/"You have to learn to make the really tough decisions early, otherwise it's the end of your role as a manager/".
/"You have to be compassionate, you have to be inclusive, but most of all you have to decide who really belongs on your team and then make those tough decisions/".
/"Most managers wrongly focus on trying to lift the bottom, to be the middle. If they're drowning at the bottom and let them go and bring them out and go
and find people to replace them.
Instead, performance manages the bottom and puts your energy into coaching and lifting the middle so they can be great.

MANAGE ACTIVITY NOT RESULTS:
The key to success is to understand that /"You cannot manage the outcome. You can only manage the activities that contribute to the objectives that secure the outcome/".
/"Stress comes from not feeling in control/". And you have no direct control over the outcome.
/"Don't let people be fooled/"

What tips would you add?

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