Sales managers need time to get the hang of their responsibilities, but they cannot afford to make certain mistakes, according to Jim Keenan, founder of A Sales Guy Consulting. In particular, rookie sales managers should avoid micromanaging their reps, acting as if they have all the answers and dominating the conversation, Keenan says. "The bottom line is that the term 'manager' is kind of a misnomer," he said. "You really need to be more of an adviser and a mentor, working with your team to help them achieve their goals."
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