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When shifting a sales professional to a Sales Manager role, consider it a “job change” more than a “promotion.” The skill set and responsibilities are uniquely different. And, it is common that new Sales Managers exchange commission upside for a higher base salary, often resulting in less total compensation.
Here are 4 tips for a successfully transition:
- Use a sales management assessment to evaluate the new manager’s behavior strengths and weaknesses.
- Counsel the new manager on shifting their relationships with former peers and provide steadfast support.
- Provide sales management training and ongoing mentoring through a credible trainer or organization.
Set specific goals and objectives, and establish clear expectations.