Home > Sales Management > Promoting your top Salesperson to Sales Management – is it the right thing to do?

Promoting your top Salesperson to Sales Management – is it the right thing to do?

I’ve come across this scenario quite a bit in my short recruitment career. Companies want to increase revenue during harsh recessionary times and think that their top salesperson can automatically become a great sales manager.  Is it true? Most of the times, the skills required in management (albeit management of people)  is quite different than being on the road and banging away on the phones.  The reverse also holds true.  A successful sales manager isn’t necessarily will be your top producer.

I think a salesperson can grow and become a good manager however, this must be a slow, thoughtful transition.  Being a manager of people  and having disciples under you takes a certain discipline,  a certain unique skill set and a desire  to deal with the pains and aches of employees.  This article links the importance of ‘profiling’ the sales management role first – pinpointing  the key competencies of the role before determining if a top salesperson would be good at management. Once again, using psychometric testing as a benchmarking tool for defining what the core competencies of a position is  might be the right way to go and be able to use these results for a successful search for sales management.

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Categories: Sales Management
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