You promoted your top closer to run a team. Their own numbers dropped, and the team did not get better.
The new manager keeps selling instead of coaching. They train the way they were trained, which was not a plan. Results differ from one team to the next. The owner gets pulled back in to fix people problems.
Selling and managing are different jobs, and most field teams promote on sales results alone. The new manager is handed a title with no defined routine, no coaching method, and no clear view of what a good week looks like for their team.
Try it: manager role check
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Tap what is true to see whether the manager role is defined.
1. Define the manager role
What a manager owns, and what they stop doing.2. Give them a weekly routine
One-on-ones, ride-alongs, and team reviews on a set rhythm.3. Write down how to coach
A simple guide to what to look for and what to say.4. Measure the team, not just the person
A view of how each team is doing, so teams can be compared fairly.A new manager needs a defined job and a rhythm, not just a title.
1. Define the job
Write what a manager owns and what they stop doing, such as taking over a rep's deals.2. Set a weekly routine
Fixed times for team numbers, ride-alongs, and one-on-ones.3. Give them a coaching guide
A short list of what to watch for on a ride-along and what to say afterward.4. Show them their team
A weekly view of the same few numbers for each rep on their team.5. Plan the first thirty days
What the new manager learns, who supports them, and when you check in.Weekly manager routine
Monday: review last week's team numbers and pick one focus.
Tuesday to Thursday: ride-alongs with the reps who need the most help.
Friday: one-on-ones, plus write down one win and one fix per rep.
Every week: list what I did that a rep should be doing, and hand it back.
JG helps define the manager role, build the weekly routine and coaching guides, and set up the team view that lets an owner step back. The goal is managers who grow teams, not just good sellers with a new title.
Answer 15 short questions. See your score and your weakest spot.