If your sales manager leaves or gets a promotion, what will you do to prepare for new sales leadership? How can you start the new relationship on the right foot?
A good first impression
When the new boss arrives, you want to make a good first impression. In fact, Nancy Branton, a certified career management coach with the People Potential Group in Woodbury, compares it to a job interview. Think about all the questions the new boss might ask you and prepare positive answers so you won't go into defensive mode.
Branton also suggests that you work independently at first and try not to take up the new manager's time for your own agenda. "Remember, he or she is getting acclimated and will have a lot of people asking for things." Hold back your requests while you get a feel for the new manager's style. See what kind of schedule the new boss keeps and observe how he or she prefers to communicate.
Focus on the positive
"Ask yourself, `What would my new boss want to know and understand about my work?'" says Branton. Prepare a written summary that lists your key accounts, summarizes strengths and opportunities in your territory and alerts him or her of underlying sensitive issues.
It's possible that your new boss will ask about the old one. Avoid disparaging comments, and stick with the facts. Don't talk negatively or gossip with other individuals either. Instead, focus on systemic issues and offer possible solutions and answers.
Pick your battles
As the new boss settles in, "you should start building your emotional bank account," says Branton. "There should be a lot of giving instead of taking." The first 90 days for your new boss are about quick wins, so weigh your response carefully if you disagree with a decision or direction. Try to be helpful and add insight without overstepping your bounds.
"Above all, it's important to be flexible and open to new things," adds Branton. "Approach working with a new sales manager as an opportunity to learn a better way of doing things."
Kelly Burkart is a Twin Cities-based freelance writer.
