Thinking of promoting your best sales performer to sales manager? Think again!

Many businesses have made the mistake of promoting their best performing sales person into the role of sales manager. Their logic – well they are great at selling, they’ll be great at sales management. Sadly most of these situations end in disaster.

To start off the top performing sales person has usually been given no training or a development framework to help them make the transition into what is a very different role. It is almost assumed they will know how to be a sales manager because they ‘know’ (sadly usually only intuitively) how to sell. The new sales manager, if not aware of their own capabilities/areas for development and not properly trained often (usually unintentionally) begins to compete with their sales team for sales because they miss the thrill of the sale. When … read more by subscribing.