This a respons to the following article Linky
I will give my opinion below after the points.
1.Does this person have a proven track record for accomplishing impressive results – not just meeting expectations?
Not necessary since they need to know how to sell but will not actually sell so much any longer since they will be mainly focused on managing and recruiting.
2.Does this person take charge and make things happen? Or sit back and let things happen before producing?
Letting the sales staff make mistakes and then help them avoid them is a very good learning method, that said the person should be a doer aswell.
3.Does this person inspire confidence in his or her decision-making?
How will you know that if you don’t lett them lead first? And yes its mandatory to be inspiring and confident in a sales manager job.
4.Can this person lead through persuasion and influence? Can he or she serve as an effective sounding board to others who are struggling with complex issues?
This is usually something that you will have to base on experience so if it’s the first sales manager job you will have to learn some lessons the hard way.
5.Do others trust this person to lead projects and teams, even though he or she doesn’t have a leadership title?
Informal leaders should not be tolerated unless they are actually ambassadors for the manager. It will create problems for the sales manager when moving “off the floor” and going from one in the group to be the leader of it.
6.Does this person have an understanding of how to separate “what” from “how”? An awareness that establishing the destination before deciding on the mode of transportation is essential?
A seller is usually a gunslinger and shoots from the hip instead of laying up longterm strategies. When going up a lvl to sales manager the strategic side will have to be developed or the group will stand still and stamp at the same spot.
7.Can this person keep a global perspective? Are priorities apparent, or does she or he become mired in the details and tactics?
Ohhh is the person on the board of directors?
They decide what the global perspective is not the sales manager. The sales manager implements the word of the board of directors.
8.Do obstacles stop this person? Or do they represent challenges, not threats?
They would hardly be in sales if they were threatened by challenges 🙂
9.What success has this person had with multitasking?
If they are not good then they need help being it since that is what a leader does “juggles” that is.
10.How do unexpected changes affect this person’s performance?
Look at their previous sales history it will give a good picture of the mind. Smooth curves or mountains and valleys? this will usually not change much since it such a core personality thing. (can be changed if the person gets aware of it and work very hard to change it.)
In essence a sales manager/leader is essential in how the sales force will address challenges and how they invent new products/services by listening on their customers. they also set the tone or mood in the group/organisation and will in turn have a great impact on what is actually produced/sold at the company.
With a bad one the best product/service in the world can not stop them from loosing market shares. With a good sales leader it will be smooth sailing even with inferior products/services.
That would be my opinion 🙂
- Day 15: Leadership (donethisbefore.com)