As promised, this week we continue our discussion on sales managers, but this time we are going to talk about the three core things that you need to look for when you hire one.
So far, we know that the biggest mistake people make when they bring a sales manager to their team is that they just take somebody who is good at sales and take for granted the fact that he or she is going to be a great coach and mentor to them.
The problem is that a good salesperson doesn’t necessarily know how to work in a team. There are many people that are amazing at sales, but their selfishness and disregard for others’ well-being will lead to catastrophic results. This person may keep selling well, as usual, but there won’t be any improvement in the team’s performance which is no good for them, no good for you, and no good for business.
That being clear we should be alert when traits of such personalities are seen in sales manager prospects so that you can avoid going through the same awful experience other business owners have gone through.
That’s why today I am going to tell you what are the indicators that you can find in anybody’s background that will help you separate the good salespeople from those who are excellent sales managers.
Believe it or not, you can find these indicators in different places. For example, if you talk to somebody who happens to play sports like golf or shooting, basically, individual-based sports then that’s probably not a particularly good sign. Whereas if you talk to somebody who is or was captain or coach of their rugby team for a number of years then that’s a good indicator.
I am not saying that you should just hang your hat on this one particular criteria but it is definitely a good place to look for the one core competency every sales manager should have which is being able to take the role of the coach that knows things are done better when everybody’s efforts are combined.
So, this is just one of the things you need to look for if you want to avoid the complications others have faced and instead hire superstar sales managers. If you want to know what the other two things are and why it is important to be aware of them, I really encourage you to listen to this week’s episode.
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