Not all Sales Managers get to create a sales team from scratch like the Start-up Sales Manager. Instead, some must work with existing teams that have been poorly led and reform processes that are outdated, ineffective, or non-existent. This is the job of the Reconstruction Sales Manager.
The Reconstruction Sales Manager has the task of taking a deficient sales team and “reconstructing” it so that it functions properly and meets sales objectives. Often the salespeople have received spotty coaching and training, insufficient sales aids, and have minimal accountability.
Two main conditions call for the role of the Reconstruction Sales Manager. The first is the lack of a proper sales manager. For example, the CEO of a small company can be an ineffective sales leader. Because they can’t afford to hire a sales manager, they must act in that role. As a result, the homegrown methods and management style have prevented the sales team from growing properly. When companies like this finally bring a Sales Manager on staff, lead flow processes, reporting structures, and training systems need to be delicately overhauled.
Another reason a company may need a Reconstruction Sales Manager is because of an ineffective predecessor. In this condition, the previous Sales Manager was not able to do their job well. There are many indications that the current management is inept and needs to be replaced. In many cases, there will be an inefficient pipeline management process and reporting function. The process may be patchwork, outdated, or overly complicated, taking up the time and energy of the sales team.
Whether the Reconstruction Sales Manager decides to overhaul the current system or start fresh, there is always a period of reconstruction. During this period, the manager must address several issues, including:
• The caliber of each sales person
• How to deal with poor performers
• Benchmarking success standard for sales roles
• Hiring new salespeople
• Identifying key accounts that need to be maintained for cash flow
• Identifying poor accounts in order to refocus the sales team’s attention on better opportunities
• Evaluating and repairing or establishing forecasting models and reports, sales quotas, training systems, compensation plans, and more
With this and more on their plate, it’s easy for any Sales Manager to get overwhelmed. One way to ensure success as a Reconstruction Sales Manager is to start by establishing clearly defined and realistic expectations from the beginning. This ensures that you and management are on the same page and increases the likelihood of success. And what does that success look like?
Ultimately, a Reconstruction Sales Manager is successful once they are no longer one. Once pre-existing problems have been addressed in the time frame specified, the Sales Manager should be able to transition into a more traditional role.
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