SALES MANAGER TO HIRE


The Most Affordable Way to Build A Business
With A Small Sales Team!

Building a business requires many essential aspects such as capital, having a good product, providing excellent service, accounting, people management, etc.
But the most important part of building a business is obtaining customers and making a good profit.
That means somebody’s got to sell it! Somebody also needs to keep the salespeople at their best to bring in those new customers with more sales and at a greater profitability.
Smaller businesses with large sales teams usually have the budget to hire a Sales Manager but do they get the results that the large corporations get with their salespeople? .
Businesses with small sales teams (six or less salespeople) usually don’t have the budget to hire a Sales Manager. So who manages their salespeople?

Putting a Gun To The Head

1. The Business Owner. In most cases the business owner wears the hat of Sales Manager. Some business owners still sell out in the field themselves. But the burdens of running the business and selling on his own dilute his effectiveness in managing his other salespeople. More often these business owners get frustrated with the salespeople that won’t pay the price as the owner is accustomed to doing. Quite often this frustration adds to the contention with the mediocre salesperson which leads to turnover of the sales staff.

Living in Fantasyland

2. No Sales Manager. Since most business owners wear the hat of Sales Manager, due to the many burdens of running a business the business owner’s method of sales management is doing nothing. He hopes to hire salespeople that don’t need support, or training, or motivation, or accountability, or encouragement. Then when the salesperson doesn’t work out as well as he hoped the business owner resorts to either:
A. Accepting the average sales success as their fate.
B. Getting rid of the lackluster salesperson and starting all over again with the same wish by hiring another salesperson.

Last Ditch Effort

3. Selling Manager. Many business owners offer the title of Sales Manager to their best salesperson or only salesperson. Here is a mistake that seems okay on the surface but is detrimental in reality.
A. The reason why the business owner promotes the salesperson to Sales Manager is because his focus on running the business is diluted by the daily demands of the sales department. So he points the gun from his head to his foot by promoting his best salesperson to Sales Manager, who in turn loses her own focus on selling and is diluted by the daily demands of the sales department.
B. Business owners with only one salesperson figure that by giving his only salesperson the glorified title of Sales Manager it will encourage the salesperson to sell more. Try to find a Sales Manager that would admit that he could use some more sales training, motivation or accountability. As soon as the salesperson gets his Sales Manager title on his business cards he immediately glorifies himself into an arena in which he is unfamiliar, un-teachable and condemned to mediocrity.

Unjustifiable

4. Hiring a Sales Manager. This would be the best option. Hiring a Sales Manager that focuses on nothing but specifically training and motivating the salespeople as well as holding them accountable in order to foster the highest level of success with the salespeople.


By Dimitrios Shistohilis