Sales managers are notoriously hard to recruit for. The qualities that make a great salesperson are very different from those that make a great manager. This means that very good salespeople get promoted to reward them for their hard work, but end up becoming average or worse sales managers, which damages the whole team.
There are some areas where there is definite overlap between salespeople and their managers. Both need to have passion, integrity, commitment, confidence and motivation in order to succeed. Sometimes coming from a sales background will be helpful, as it means you can coach and lead by example. You will understand the mindset of your sales team.
However, being a sales manager also requires some skills that are frequently incompatible with those of a successful salesperson. They need to be able to delegate effectively, entrusting sales to somebody else, which can be difficult for a successful sales person who may feel they can do it better themselves. They also need to take a back seat in some situations, recognising the successes of others in their team rather than striving to stand out themselves. While not impossible, it can be very difficult for a salesperson to adjust their attitude in this way.
Do you think that it is better to look for different kinds of people when recruiting sales managers, or ensure that sales managers receive training and support to ease the transition? Have you successfully progressed from salesperson to sales manager? What skills were most important for you?
