The Hammer’s recent post, The Trick to Talent Upgrades, brings up a touchy subject for some sales managers. What if the talent upgrade includes people with more experience or with seemingly superior skills to those of the sales manager? If I upgrade the talent I manage, where does that leave me?

Unfortunately, these types of scenarios make our role rather difficult. We have encountered more than a few instances where these situations have derailed strong candidates. This derailment has happened despite the sales manager’s stated goal of upgrading the skills and experience of the sales force.

In these types of situations, I find it helpful to make myself go through the old “T” exercise.

  • Draw a large T on piece of paper.
  • Across the top, write the nature of the dilemma.
  • On the left hand side of the vertical line, write the negative impacts.
  • On the right hand side, write the positive outcomes and the possible actions to overcome the negative items.

I know it sounds silly, but it does bring clarity to your situation AND helps you quantify the pros and cons.

In addition to this process, I strongly suggest you consider a Sales Manager assessment to complement sales person assessments. Using assessments to understand communication styles (your’s and your team’s) alone can justify the exercise. You’ll also gain a wealth of knowledge about yourself, your existing sales staff and potential new hires.

If knowledge is power, then you’ll empower yourself with a new understanding and a plan to actually pursue and hire upgraded talent. If not, keep doing what you have been doing – but expect the same results.

Feedback and suggestions on this topic are welcome!

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