Sales Coaching Blog

How Hiring a Sales Manager Can Be a Growth Strategy. Part One

Posted by Kristi Shoemaker

December 5, 2011

With the DOW falling, consumer confidence dropping to the lowest level since 2009, andDanita Bye Sales Growth Specialists growing fears of a double dip recession, it’s more important than ever for EVP Sales to assess every role in their sales organizations. Each sales position must be laser focused on revenue production so that you can thrive in these unpredictable conditions, especially the sales management role. Danita Bye, President of Sales Growth Specialists, shares finding from a recent research study regarding the impact of making the right hiring decisions, in part one of a two part series.

Enjoy!

Hiring Process Tips to Get the Right Sales Manager.

The right sales manager can increase the capacity of your sales team by 26%. When you’re committed to becoming a market dominator, you must also be prepared to get the right people in the right seats on the bus. Getting the sales manager for your business is a critical decision that impacts the trajectory of sales revenues.

In the 2011 Strategic Sales Survey conducted by Sales Growth Specialists, we discovered two important findings:

    • Growth companies are nearly 85% more likely to consistently hire top performers. So, companies committed to growth see hiring, especially the sales manager position, as a key strategic move that enhances their competitive position.
    • Growth companies are 60% more likely to score themselves high on staff motivation. Interestingly, motivation of the sales staff is a key responsibility of the sales manager.

Sales Growth Question: What value is your sales manager bringing to the company?

Sales Growth Lesson: Ensure every sales position is focused on revenue generation.

You might be interested in doing your own analysis of your sales systems, processes and people. Check out Sales-Centric Assessments.

 

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About the author:

Sales Growth Specialists

Started in 1997, Danita Bye is President of one of the Twin Cities’ most respected sales management consulting firms. Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results. Her unique Fortune 100-turned-entrepreneurial experience offers a unique real world perspective that helps CEOs and owners take their businesses to the next level by increasing sales, boosting profitability and creating predictable revenue streams. All this happens while reducing sales costs.

Topics: talent identification & acquisition

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