Managing Transitions Scenario: Chris

A mid-level sales manager, Chris has been top salesperson in his unit for the past four years. He is eager, motivated and committed. He’s seen as a star in the making. His manager is leaving the company to retire in 1 month. Chris has been tapped as his replacement. He is eager to show the team how sales should really be done. His manager is concerned that Chris understand that his focus is not going to be on being a great salesperson any longer, but in teaching others to be great salespeople and in managing and motivating others.

In Perspective Approach

Initiate a candid conversation about the expectations for Chris that come along with this new promotion.  Help him understand the shift in requirements from his last role to his new one.  Work with his manager and Chris to develop a transition plan as well as a plan to address his first months in his new role. Assess his current skills and identify any gaps in skills that will need to be addressed going forward and how to build these.