This post originally appeared here in the Selling Power blog.
Last month I wrote about some of the chaos and pressures new sales managers face. In this follow-up, I’ll examine a few small, high-impact changes that can help new managers succeed in their role.
Small changes make a big difference.
In my previous post, I raised the mathematical concept of Chaos Theory as a solution to the struggle. To review, the theory states that the present determines the future, but the approximate present does not approximately determine the future.
In non-academic terms, this means a small change made to the current situation can yield a large change in a future result. In other words, new sales managers don’t have to completely overhaul what they are doing to be highly effective in their positions. Small changes – if they are the right changes and are implemented the right way – have the biggest impact.
So what are the “right changes” to make? Here are seven modifications managers can make to cut through the chaos, zero in on what’s really important, and produce big results down the road:
While these seven changes can lead to big improvements in team performance and manager sanity, I find that new managers are sometimes reluctant to make them. Why? Small changes like these can feel like we aren’t really doing much – like we aren’t living up to our potential. The typical high-performer personality who is promoted into the sales manager’s role usually is drawn to wanting to make big changes as a means of producing big results. But that’s actually counterproductive: big changes in the sales management approach tend to have little impact. It’s the small changes that, little by little, add up to something big. They are do-able – so we do them. And, over time, we realize they have led to genuine, sustainable progress.