Posted by April 26, 2022.on
Over the past month we have had a number of conversations with sales managers. As we come out of the pandemic, they are expanding their sales force to meet increased demand, which in turn, requires increasing the number of sales managers. Focusing on the sales manager component, many companies would prefer to promote from within. The idea is to look at your best performing sales people as primary candidates for these leadership positions, but as we are well aware, your best performing sales people do not always make the best sales managers.
Here are 3 perspectives to consider as you evaluate promoting a sales person into a leadership position:
- How well will they adjust to “success determined from the efforts of their new team” vs. strong individual efforts determine their previous individual sales successes?
- Recruiting sales people will now be an integral skill required in their new leadership role. How well will they accomplish this especially if they have little or no sales recruiting experience?
- Coaching and developing their sales team will now be an integral skill required. Is the candidate even aware of this? How will they go about this skill to create a cohesive team environment?
The Profiles Leadership Report that we are able to generate can really help select the optimal sales manager for your organization. This report provides insights into the key considerations mentioned by providing feedback, using measured Profiles parameters, about 6 key leadership skills. Of the 6 key leadership skills, half are organizationally related (Creating a Vision, Developing Strategies, and Ensuring Results); and the remaining are people related (Inspiring People, Being Approachable, and Mentoring Others).
Also included in the Profiles Leadership Report are behavior-based interview questions to assist the interviewer in really understanding the perspective of the management candidate so they will make the best promotional decision. Sales management is so crucial to successful strategy execution. They hire the best people, ensure their direct reports are focused on the most relevant execution activities in the field, and coach and develop their team. Their actions typically determine the magnitude of success of their team.