You’re indispensable.
→ Your team depends on you.
Instead, build a team that can perform without you being at the center of everything.
You’re the best sales rep on the team.
→ You confuse senior expertise with leadership.
Instead, make your team better than you by transferring your knowledge, judgment and experience. Actually, you should recruit candidates who are better than you at what they are recruited for.
CRM is just admin.
→ You see CRM as a reporting tool rather than a management platform.
Instead, use your CRM to create visibility, identify patterns, and improve execution.
Putting pressure on people is the best way to hit the numbers.
→ You manage through pressure rather than through the system.
Instead, create the conditions, processes and accountability that make performance repeatable.
You’re too busy with tactics to think about strategy.
→ Tactics don’t replace a strategy. Being flexible doesn’t mean you don’t need a solid vision.
Instead, create leverage through your team so you can focus on where the business needs you most.
And…
Coaching means telling sales reps what they need to change to hit their targets.
→ You confuse coaching with prescribing solutions.
Instead, ask better questions, challenge their thinking and help them find their own path to better performance.
In summary: you’re a bottleneck.
Instead, focus on the key mission for a leader: create the conditions for success.
For the team. For the business.
Is your sales manager creating capacity like a leader, or creating dependency?
