Managing a sales team isn’t for the faint of heart. You’re juggling numbers, egos, deadlines, and pressure from the top—and that’s just before lunch. But here’s the uncomfortable truth: even the most well-meaning sales managers can fall into toxic patterns that quietly destroy morale, performance, and retention.
And the worst part? You probably don’t even realise you’re doing it.
It’s time to hold up the mirror. If you recognise yourself in even one of these habits, it’s not about blame—it’s about course correction. Because great leadership isn’t about perfection. It’s about self-awareness and growth.
1. Coaching with Criticism Instead of Curiosity
You think you’re giving feedback. Your team hears judgment.
When salespeople are met with a constant stream of “You should have done this…” or “Why didn’t you…” it kills learning. The best sales managers coach with curiosity—asking thoughtful questions, not handing down verdicts.
Toxic Translation: “Why didn’t you close that deal?”
✅ Healthy Shift: “What do you think worked—and what might you try next time?”
2. Only Showing Up When There’s a Fire
If the only time your team hears from you is when something’s wrong, congratulations—you’ve become the sales Grim Reaper.
Inconsistency breeds anxiety. High-performing teams thrive on regular, proactive support—not reactive damage control.
3. Chasing KPIs, Ignoring People
Sure, numbers matter. But so do people. When you obsess over dashboards and forget to ask how your team are actually doing, you send the message that they’re just a line item on a spreadsheet.
Burnout, disengagement, and quiet quitting often start with this disconnect.
4. Micromanaging in Disguise
It sounds like “I just want to be kept in the loop.”
It feels like you don’t trust them.
Hovering over every deal, over-analysing every call, or demanding constant updates crushes confidence and independence.
Remember: you hired them to sell. Let them.
5. Celebrating Wins Without Understanding Them
Clapping for closed deals is great. But if you’re not dissecting why the win happened—or giving the rep space to share what worked—you’re missing a coaching moment.
Too often, sales managers skip the reflection and go straight to the next goal. Your team needs more than a “Great job!”—they need insight, clarity, and direction.
Ready to Break the Cycle?
If any of these hit a little too close to home, good. That means you’re ready to lead better.
At Healthy Business Builder, we help sales managers uncover blind spots, build high-performance teams, and lead with clarity, confidence, and purpose.
Ready to level up your leadership?
Let’s talk about tailored sales training that transforms habits—and results.
Contact Healthy Business Builder today to start the conversation.
Call 1300 833 574 or email info@hbbausgroup.com.au
