Finding the right person to fill the sales management role is a common quandary in most businesses. It can be especially challenging when a decision is based strictly on sales territory performance without regard for the specific skill sets required to lead a sales force. Deciding on the right sales person to promote to sales manager can become a difficult and risky decision...
It is an indisputable fact that different skill sets are required to become a successful sales manager as compared to being a successful sales person. Selling is a profession that requires professionals. Managing a group of professionals with the type of personalities required to succeed in sales is no easy task. Yet, in my humble opinion, it is probably the most important management position you can hold in a company. Sales management holds the key to meeting company objectives. Effective sales management builds the platform for success. Sales people are not the easiest group in the company to manage. If they were they would not be sales people. Selling is not easy. It takes a special talent, self motivation, self discipline, a passion to succeed and the ability to accept rejection. The reality of the situation is simple. The majority of sales people are not managed well.
Have your internal sales manager candidates take the "Sales Manager Quiz" to help you in the decision making process
Sales Management Leadership Quiz
The candidate should answer yes, no or sometimes to the following questions. Calculate the score and then share the results for discussion with your interview team.
Yes Always = 2 points No = 0 points Sometimes = 1 point
Yes No S/T
__ __ __ I always communicate with clarity and people understand me.
__ __ __ I always get things done on time and live up to commitments.
__ __ __ Understand how my responsibilities relate to the big picture.
__ __ __ Listen expertly to others, both subordinates and management.
__ __ __ Connect developments and spot patterns in floor and phone traffic.
__ __ __ Accept risk and take on difficult assignments.
__ __ __ Inspire excellence and commitment in the Designers.
__ __ __ Deep interest in people and exhibit strong social and interpersonal skills
__ __ __ I seek out coaching and mentoring opportunities with all my subordinates.
__ __ __ Focus on results, growth & profitability.
__ __ __ Hold myself and other people accountable.
If the candidate scored 20 or higher ---- sales management potential is high.
If the candidate scored 15 - 19 ----- sales management potential is medium to high but can use some development.
If the candidate scored 12 - 14 ---- the candidate needs personalized training, coaching and mentoring.
If the candidate scored less than twelve ----- keep them focused on selling success and not on management.
If you don't have an internal candidate that scores at least 15 or higher you need to recruit from outside the company.
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Consider the following common mistakes and professional sales manager characteristics when interviewing your candidates.
Five Common Mistakes of Sales Management
1. Lack of Structure ---- Policies, procedures and the culture that determines the behavior and success of the sales force. Including:
How accounts and territories are assigned
Systems and procedure on walk in traffic
Compensation & SPIFF design
Confusing communication channel
2. Lack of Strategy ---- Effective documented sales growth strategy aligned with corporate initiatives.
Lack of growth initiatives that include penetration, new account and new product development
Acceptance of status quo without accountability
Excessive compassion and complacency
3. Lack of Sales Effectiveness Process ---- Process is the tendons and the muscles that link structure and strategy together. Process includes:
Targeting, goal setting and action planning
Monthly territory performance discussions
Sales scorecards
Coaching & Mentoring
Effective sales meetings
4. Lack of Formalized Training & Development System
Standards and benchmarks for performance for both outside and inside sales
o Training Matrix with required support
5. Wrong People ---- According to statistics less than 25% of top performing sales personnel promoted to Sales Manager are successful. 55% of people earning a living in sales should be doing something else. 25% of people with the ability to sell are selling the wrong things. (Herb Greenberg - How To Hire & Develop Top Performers)
Lack of formalized recruitment program
Lack of bench strength
Weak leadership skills
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Characteristics of the Professional Sales Manager
1. Highly Self Motivated
2. Optimistic
3. Excellent Leadership Skills
4. Skilled at Coaching & Mentoring
5. Calculated Risk Taker
6. Listens Well --- 80% of the Time
7. Plans Well
8. Ability to Think Outside the Box Because
9. They Know What Goes on Inside the Box
10. Always Lives Up to Their Commitments
11. Always On Time With Assignments
12. Exceptional Positive Attitude
13. (Does Not Whine or Make Excuses)
14. Excellent Communicator
15. Inspires Excellence in Others
16. Strong Social and Interpersonal Skills
17. Commands a Presence
18. Honesty
19. Integrity
20. Develops Trust and Respect by Showing Trust
and Respect for Employees
21. Embraces Accountability -Self and Sales Personnel
