Developing your first sales team is a huge task but crucial for small business growth. It is important to find the best sales manager possible. Although it may be hard to pass on this crucial part of your business, there will come a time when it is necessary.
How to Know When You Are Ready For a Sales Manager
The most important part of developing a sales team is to know the best time. Some key ways to know you are ready to hire a sales manager are:
- Doubting your ability to close the sale,
- Not keeping up with clients,
- Complaints over response time to inquiries.
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When you are ready to hire a sales manager it is time to prepare your hiring plan. It should include the job description, pay and compensation and what you are looking for.
Developing the Job Description
The most important part of hiring is the job description. Being a sales manager is not about being the best sales person, it is about your ability to manage a team, train and coach employees and promote products. When writing the job description make sure to read it several times to ensure it covers everything included in the job. Also add a sentence to the description explaining that says additional duties may be assigned. This way if the job includes more in the future, it?s covered in the job description.
The job description should include: what responsibilities the manager will have, what reports and documents are expected, approximately how many people will be trained and managed and if the manager will hire and fire employees. Also include some of your expectations about how well they work with upper management (you) and expected work hours.
Determine the Pay
Sales managers are not sales people. Therefore a salary pay is expected. However, some bonuses or ?perks? are expected as well. Research the salaries and bonuses out there to get a better idea of what the competitors are offering.
Some managers will also negotiate the opportunity to have benefits for them and/or their families. Determine what you can afford and budget to pay for salary. Research how much it would cost to add an employee to your businesses benefits. Also decide what type of bonus the manager will receive.
Resumes
Look at potential employee?s experience, how long they stayed at their jobs, what duties they performed in their position. Remember you are looking for candidates who are willing to motive a team. Note if the candidate has experience in a small business setting already.
Personalities To Look For
Sales managers are completely different than top sales people. Top sales people are driven and have high egos. Sales managers have patience, motive others and are driven to put in the time to make a difference.
Top sales managers focus primarily on their top sales people. They coach and train their productive sales employees and don?t have an attachment to employees that don?t keeping up. Good sales managers will regularly check in with their sales people. They will listen to calls or shadow some sales meetings.
You want to hire someone who is organized and motivated, builds rapport and enjoys teaching others. Great sales managers are energetic, engaging and conversational.
Checking References
References are important for a sales manager. When you speak to the references, pay attention to their tone of voice as well as what they say. You want to know what previous employers have to say about the manager you are about to hire.
On-Boarding
Before hiring a sales manager determine how you will bring them on board. How are you going to teach them about the business, product and sales territories. Determine how often you will meet with the sales manager and how often you will provide additional coaching.
Hiring a sales manager is not a quick task. Developing a plan and doing the research to hire right the first time will help your business grow and expand your business. When sales are one of the most crucial parts of your business, hire someone who is going to be successful with your current or future sales team.
Source: https://www.businessfinancestore.com/2012/10/14/fly-high-with-a-top-notch-sales-manager/
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