Here is an article from Eye on Sales that addresses a common sales management topic – should you promote your top salesperson into the sales manager role? I would argue that the conventional wisdom is to avoid making this mistake. From the article: Sales management mistake #1: Promoting top performers to sales managers Top-performing salespeople are not necessarily top managers. Leaders often fail to evaluate their best sales professionals for their ability and aptitude to manage before placing them in a leadership position. It seems like an easy decision to promote the best, but in reality you might be taking one of your most potent weapons out of the game… Read More
Continue ReadingSocial Skills vs. Sales Skills
If you’re talking you’re not selling. That is an old axiom I learned early in my sales career and it is always true. Talking does not equal selling. Unfortunately, people not experienced in sales hiring often have the opposite view. Their stereotypical belief is that the best salespeople are the ones who are perceived to be the best talkers. This misguided view often leads to bad hires. Here is where the mistake occurs – hiring managers assume that social skills are equivalent to sales skills. Ok, maybe that is too strong, but the assumption is that the social skills are the key to successful selling. Social skills are a component… Read More
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