Sales Coaching Blog

Growth depends on the Sales Manager

Posted by Kristi Shoemaker

September 30, 2011

Danita Bye, President of Sales Growth Specialists and EcSELL Institute Pillar Partner, shares her perspective on the importance of hiring the right people for the role of Sales Manager.  She writes...In a recent report, CSO Insights revealed some tellingDanita Bye Sales Growth Specialists statistics that relate to the sales management function. More than 90% of companies have raised revenue targets – in many cases by over 25%.  This requires sales reps to be fully engaged in the extra effort that it will take to make successful sales. It also requires that the VP of Sales from growth-oriented companies know how to hire sales managers that CAN and WILL grow a sales team that flourishes during these economic conditions. 

Yet, studies continually show that only 1 in 4 employees of the average company are fully engaged. We would like to think that this malaise doesn’t impact the sales team. However, in many sales teams, a status-quo approach is tolerated. The result? A Rollercoaster Sales Team that rides the ups and downs of the economic and market whims. 

In contrast, an Acceleration Team, that’s 100% engaged takes market share. How is an Acceleration Team created? It all starts with a strong sales manager. Marcus Buckingham, in The One Great Thing, concurs. He concludes that the process of guiding individual team members to the top level of engagement is in the hands of the immediate supervisor, the sales manager.

Hiring the right people and sample Sales Manager interview questions:

At our September Sales Management Webinar Danita outlined the 5 most most important things a VP of Sales need to look for when interviewing a Sales Manager. They are:

  1. Role of the sales manager - does he have the skills that are needed with this new role?
  2. Right fit for your selling environment - can he transition to the way your customer buys
  3. Right fit for your selling strategy - can he operate in your world?
  4. Right fit for your values - will he be part of the team and does he align with your expectations?
  5. Role of on-boarding metrics - do you have a plan in place to ensure his success?

Hiring success best practices include asking the right Sales Manager interview questions to ensure a good fit with your selling environment, sales strategies and values.  Request a free copy of the recording of this webinar so you can read the best practice interview questions assocated with identifying value, selling strategy, culture, enviroment, and role fit. Make sure you are hiring the right people! CLICK HERE.

Topics: talent identification & acquistion

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