Before making a sales rep into a sales manager, there are some key considerations.After all, it’s not really a promotion. Is it?
Today we’re going to talk about promoting your top sales person into sales management. First of all, if you perceive this move as a promotion, you’re in for a heap of trouble. Moving a sales person from rep to manager is not a promotion, it’s a job change. That means there are a series of steps to take before making this move.
The first step is to evaluate the rep relative to the requirements of the sales management job in your company. This starts with developing the profile of your ideal sales manager. Contrast the candidate to the profile to see if there is a synergistic match.
If you don’t have a match, keep your rainmaker selling!
When you do have a match and make the move, develop the systems to train, measure, and monitor their performance.
Remember, no one comes out of the womb knowing how to develop a sales comp plan, hire the right sales people, or put together a successful trade show.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.