There is one skill that every sales manager must master… Some think it’s coaching. Others think it’s driving performance. Those are important, but there’s one even more important. Listen to this episode of the Sales Management Minute to learn the single most important sales management skill and the steps to take to master it.
Let’s face it… Sales managers are pulled in a million different directions and wear numerous hats. Yet, there is one skill that tops them all when analyzing the key to success for a sales manager.
Some think it is coaching… Others think its driving performance. While those are certainly important, there is one skill that trumps them all. It’s being able to effectively evaluate sales talent. All the coaching in the world does not overcome a bad hire. You can yell and scream, but performance doesn’t improve if the individual just can’t do the job.
To be frank, you don’t come out of the womb knowing how to evaluate sales talent. It’s a sales management skill that requires study and refinement. So where do you start?
The first step is to develop a profile of your ideal sales person for each sales role on your team. Add everything including the kitchen sink in the profile. Now you have a profile that only one person in the world matches so you need to prioritize it between required and desired attributes.
With that document in hand, you have taken the first step toward mastering the skill of sales talent evaluation.
Instead of looking for great sales people which exposes you to making hiring mistakes. Now, you are on a quest to hire the right sales people with the potential to be great in the role
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.