Fill the right person for the management of sales roles is a common dilemma for most companies. It can be particularly difficult when a decision is necessary for the territory sales performance regardless of the specific skills that can lead to a sales team. The decision to promote the right of the seller sales manager can become a difficult and risky decision ..
It 'a fact that the skills are needed to ensure a successful sales manager asthan a successful seller. Selling is a profession that requires professionals. Managing a team of professionals with the kind of personality needed to succeed in sales is no easy task. But in my humble opinion, is probably the most important management position you can hold in a society. Sales management is the key to achieving business goals. Effective sales management is the platform for success. The sellers are not the easiest group in societyto manage. If you are not sales people. Selling is not easy. It takes a special talent, motivation, self-discipline, passion for success and the ability to accept rejection. The reality of the situation is simple. Most sales people are not well managed.
You have your internal sales manager candidates take the "Sales Manager Quiz" to help in decision-making
The Sales Management Leadership Quiz
Sales Management Leadership Quiz
The candidate must answer yes, no orSometimes the questions below. Calculate the score and then share the results of discussion with your team interview.
Always Yes = 2 points No = 0 Sometimes = 1 point
Yes No S / T
__ __ __ I always communicate with clarity and understanding of my people.
__ __ __ I always get things done on time and live up to commitments.
__ __ __ Do you understand my responsibility as to the relationshipgreat image.
__ __ __ Lists for other professionals, both subordinates and management.
__ __ __ Connect developments and models in place of ground traffic and telephone.
__ __ __ Accept the risk and take on difficult tasks.
__ __ __ Inspire excellence and commitment to the designer.
__ __ __ Deep interest in people and show a strong social andinterpersonal skills
__ __ __ I am looking for opportunities in coaching and mentoring with all my subordinates.
__ __ __ Focus on results, growth and profitability.
__ __ __ Taking me and other responsible persons.
If the candidate has 20 or later ?- Management of sales potential is high.
If the candidate has management ?? 15-19 sales potential is medium-high, but you can use someDevelopment.
If the candidate, the candidate must be 12-14 ?- customized training, coaching and mentoring.
If the candidate scored less than twelve ?? keep it focused on successful sales and not on the card.
If you do not have an internal applicant that at least 15 marks or higher is required to recruit from outside comapny.
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Consider the following common mistakes and professional Sales ManagerCharacteristics when interviewing your candidates.
Five Common Mistakes of Sales Management
1 The lack of structure ?- the policies, procedures and culture that determines the behavior and success of the sales force. Including:
o As assigned accounts and territories
systems and procedures, or to walk in traffic
Compensation & Spiff and design
Confusing or channel of communication
2 The lack of documented Effective Strategy Strategy Revenue Growth ?-oriented ventures.
The lack or growth initiatives including new account penetration and development of new products
or accept the status quo, without liability
or excessive self-pity and
3 The lack of effectiveness of the sales process is the process ?- the tendons and muscles, the link structure and strategy together. Process includes:
or targeting, goal setting and action planning
Monthly performance or areaTopics
Sales or Scorecard
and Coaching and Mentoring
or effective sales meetings
4 The lack of formalized training and development system
or standards and benchmarks for the performance of internal and external
or matrix of training with the necessary support
5 Persons wrong ?- According to statistics, less than 25% of the sales staff to be promoted to more powerful sales manager to succeed. 55% of people who should be doing to earn a living in salessomething else. 25% of people with the opportunity to sell to sell the wrong things. (Herb Greenberg ? How to Hire & Develop peak performance)
Or the lack of formalized recruitment program
Or the lack of power and strength of
or weak leadership
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Features of the Professional Sales Manager
1 Highly motivated
2 Optimistic
3 excellent leadership skills
4 skills of coaching& Mentoring
5 Calculated Risk Taker
6 Listen carefully ? 80% of the time
7 floor well
8 The capacity of the box because
9 Do you know what's inside the box
10 Still alive to fulfill their obligations
11 Always on time with assignments
12 Exceptional Positive attitude
13 (Do not Whine or excuses)
14 Excellent communicator
15 inspires excellence in others
16 Strong social and interpersonalAbility
17 commands a presence
18 Honesty
19 Integrity
20 Develop trust and respect of the index of confidence
and respect for employees
21 Liability self-hugs and sales staff
The Sales Management Leadership Quiz
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Source: http://www.whatismanagement.com/management-skills/the-sales-management-leadership-quiz/
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