--- title: "Sales 101: Top 3 Sales Management Mistakes" description: Avoid the top 3 mistakes that are made in sales management. image: https://www.toddhockenberry.com/hubfs/Imported_Blog_Media/sales_management_mistakes-1.jpg --- [![Todd Hockenberry, Inc.](https://www.toddhockenberry.com/hs-fs/hubfs/2015_NEW_Site/todd-hockenberry-inc.png?width=188&height=75&name=todd-hockenberry-inc.png "Todd Hockenberry, Inc.")](https://www.toddhockenberry.com) ## Welcome to my Blog [Blog Main Page](https://www.toddhockenberry.com/blog) ###### Posted by [Todd Hockenberry](https://www.toddhockenberry.com/blog/author/todd-hockenberry) ● Apr 18, 2010 # Sales 101: Top 3 Sales Management Mistakes The top three sales management mistakes are: ![sales management mistakes](https://www.toddhockenberry.com/hs-fs/hubfs/Imported_Blog_Media/sales_management_mistakes-1.jpg?width=300&name=sales_management_mistakes-1.jpg) 1. Confuse the salespeople about their territory or areas of responsibility 2. Frustrate them by confusing their customers 3. Change their compensation in any way that is random or short sighted If sales managers would focus on these three things and get them right - I mean really right, they would make their jobs easier, their salespeople happier, and generate more sales, so no more.... - hedging on commissions - changing sales team structures at the least blip in sales - making good potential clients house accounts - sending other sales people or managers to customers without coordinating with the sales guys - telling them to sell or focus on one thing and then changing direction arbitrarily - hiring and firing with no real thought - salespeople as commodities - sending mixed marketing messages that force the salespeople to explain what the heck is going on - half way starting marketing 'campaigns' and expecting the salespeople to pick up the slack After all the only thing standing between you and your customers is your salespeople.  [![New Call-to-action](https://no-cache.hubspot.com/cta/default/68380/f691d8b0-0bf1-46e6-8f29-1c9ec1a63cdd.png)](https://cta-redirect.hubspot.com/cta/redirect/68380/f691d8b0-0bf1-46e6-8f29-1c9ec1a63cdd)   Topics: [Sales](https://www.toddhockenberry.com/blog/topic/sales) - Share - [**](https://www.facebook.com/sharer/sharer.php?u=https://www.toddhockenberry.com/blog/bid/45189/sales-101-top-3-sales-management-mistakes) - [**](https://twitter.com/intent/tweet?url=https://www.toddhockenberry.com/blog/bid/45189/sales-101-top-3-sales-management-mistakes) - [**](https://www.linkedin.com/shareArticle?url=https://www.toddhockenberry.com/blog/bid/45189/sales-101-top-3-sales-management-mistakes) ### Comments #### Subscribe New posts delivered to your inbox. 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