Episode 1: How to Coach Inexperienced Sales Managers

Let’s say you’ve hired a new sales team leader. They bring the chops, the energy, and the enthusiasm. But, what if they don’t have the experience your organization needs?  They might be new to your organization, maybe they’ve recently been promoted or have moved over into that role from another one. 

Our three experts— Scott Olsen, founder of the Olsen Group, Gary Brashear of the Olsen Group, and Tony Esposito, a chief revenue officer and head of sales—offer crucial advice on how to coach, make the right decisions, and ensure your new sales manager is embedded into your organizations’ DNA. 

Here are three key takeaways from this podcast episode .

• Your new front line leader needs to be more than a manager. They need to be a colleague to the sales team and understand the strengths and weaknesses of their team.
  
  
• You need to develop a unique coaching plan for your new hire. Training is an investment in both time and money and you need to ensure they know how to perform without being micromanaged. You truly want them to be successful, not just force something on them.
  
  
• Interviews are still important. They allow you to uncover what their prime motivation is of getting into sales management. (Hint: If it's not based on truly wanting to help others succeed it’s the wrong role for them.)​