Are you considering making your Top Salesperson the Sales Manager? Is that the best move for your Sales Team? For the Sales Person? For your company? Have you thought this through?
First let me explain, it is possible that your best Sales Person should be promoted to Sales Manager but more often than not it is not the best move for your company.
Sales management From Wikipedia, the free encyclopedia
“Sales management is a business discipline which is focused on thepractical application of sales techniques and the management of a firm’s sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of salesmanagement.
Sales manager is the typical title of someone whose role is sales management. The role typically involves talent development and leadership.”
Wikipedia’s description gives us a good look at what skills a Sales Manager should have. Most Top Salespeople don’t have all of these skills. They must be good MANAGERS and good LEADERS. Many times a Top Salesperson is good at selling but not necessarily a good manager and leader. If your Sales Team is going to grow and improve you must have a Sales Manager who understands leading others and teaching and developing Top Performers.
Has your Top Salesperson showed signs of being a good Sales Manager? Have they shared their techniques and presentation with other sales people? Have they taken new salespeople under their wings and helped develop them? Are they good communicators and are they timely with their sales reports? If so, then they may make a good Sales Manager. If not, then you may want to reconsider your decision.
In my 30 plus years in Sales and Management, I have seen many Top Salespeople be given a Sales Manager Position only to fail even though they gave it their best effort because they aren’t good Leaders. John Maxwell says, “All Leadership is influence, nothing more and nothing less.” If your Top Sales Person is not good at influencing others around them to do better and to grow then they most likely will fail as a Sales Manager.
Now if you have already put that Top Salesperson in the Sales Manager position, it doesn’t mean you are doomed. It means you are going to have to invest some time and money in developing your Sales Manager. I have been developing Top Sales Performers and Sales Managers for over 20 years. If you need help help developing your Sales Manager or your Sales Team, contact me for a free consultation. It is never too late to become great.
Jeff Raver, President of Begin to Win
John Maxwell Team Certified Coach, Trainer, and Speaker
Contact me by email Jeff.raver@BeginToWinNow.com