 |
Further
Reading ...
|
|
5 Compelling Reasons to Choose a Wellness Opportunity - Priya Florence Shah
I actually have two separate online businesses - Selling wellness products and Selling digital information products (eBooks) Because I can look at things from both perspectives, I often tend to compare the two businesses from...
Climbing The Internet Kilimanjaro - Ante Miljak
If you stretch your imagination a little you might be able to picture St. Peter, sleeves rolled up, still processing the millions of poor souls that were liberated by KGB thugs. Tortured to death, multitudes revealed their innermost thoughts. Duly...
The Chicken or the Egg? - Nan S Russell
Even before I checked my calendar on Monday morning, I knew the appointment would be there. Passed over for promotion again, Ralph wanted specifics on why I hadn't chosen him for the position. This was not a new conversation. I thought of Ralph as...
How To Win Your Customer Sevice Battle - Andrew Lawrence
Millions of people, just like you, end up with a customer service problem that they just can't seem to get resolved. No matter what they do. Even though you are in the right, even though you are being treated improperly. You may needle and wheedle...
|
|
|
Hiring Sales Managers That Are A Perfect Fit
|
 |
Written By:
Kathi Graham-Leviss
|
|
|
© Kathi Graham-Leviss
http://www.xbcoaching.com
In my years of coaching and consulting I have found one similarity when it comes to hiring sales managers. Often times, when the opening for a sales manager occurs, many automatically assume that the most successful sales rep is the best choice for the promotion. However, this is often a poor choice. Here’s why.
Sales managers are a rather complex breed. They must possess many of the attributes of sales representatives while, at the same time, possessing the attributes of a department head or executive. Considering that many of these are opposite characteristics, your job in hiring and placing a sales manager may be more difficult than you first thought.
Let’s look at a few of the qualifications most sales managers must have, and then we’ll use the DISC Behavioral Model to determine what would make a “perfect fit”.
Most often, sales managers are responsible for:
·Developing goals for sales representatives and established account representation for sales territories
·Establishing and maintaining client relationships and programs
·Initiating and coordinating development of action plans to penetrate new markets
·Evaluating sales performance and giving feedback consistently, regularly and in a timely manner based upon observed examples of sales representatives performance and behavior
·Ensuring support for sales representatives via field rides, team meetings, and 1-on-1 conferences
·Monitoring sales team performance and communicating results to individuals, teams, and the district
·Ensuring that the company's policies and procedures are communicated and implemented
That’s a lot to ask of one person. A sales manager must be analytical but creative… quality conscious but people-oriented. A bundle of contradictions!
continued below ...
|
|
|
continued ...
/>
The DISC Behavioral Model can offer exceptional insights into the behavioral styles that would help a person to accomplish all the requirements of this position. According to the DISC, a combination of Influence and Dominance behavioral traits would work best. Therefore your applicant must be:
·socially and verbally aggressive
·optimistic
·good persuaders
·visionaries of the big picture
·people-oriented
·team-oriented
And:
·problem solvers
·results-driven
·positive
·powerful and authoritative
·lovers of a challenge
When you combine the two core styles of Influence and Dominance you come up with a person who can sell, support others as they sell, define solutions for selling, motivate and push salespeople, work with individuals or teams, seek out new opportunities, set and accomplish goals, and portray the power and authority to handle managerial tasks as needed.
Be careful! While a person with a singular, strong core style in Dominance might be considered for a sales manager’s position; it is important to note that, without the addition of high Influence, they might appear overbearing, controlling and domineering. These attributes would certainly have an opposite effect and diminish the sales team rather than enhance it.
Using the DISC Model, you can find a person with the proper balance of Influence and Dominance. Something that is extremely important for the success of the sales department and your business as a whole.
About the Author
Kathi Graham-Leviss is Certified Coach and Behavioral Analyst who assists companies with defining and developing their Human Resource practices. Visit her Web site today for additional information on the 4-Step Hiring Process and DISC Behavioral Assessments. http://www.xbcoaching.com
|
|
|
|
 |
|
|
| _Additional Resources ... |
|
What Many PR Users Ignore - Robert A Kelly
Simply that the behaviors of their most important outside audiences rank pretty low on their list of things to worry about. And this despite the reality that, properly cared for, those behaviors can affect whether or not those managers achieve their...
Free Competition Analysis for E-Commerce Startup - Lawrence Roth
For anyone who has completed research regarding e-commerce, there are some common catch phrases that we all come across. ‘Competition Analysis’ is one of those catch phrases. Competition Analysis is part of the business plan. And it is an...
Health Insurance for the Self-Employed - Protecting Your Business's Greatest Asset - Elena Fawkner
Health Insurance for the Self-Employed - Protecting Your Business's Greatest Asset © 2002 Elena Fawkner "I've been considering quitting my full-time job and getting a part-time job that would pay the bills [so I can start a home business] ......
|
|
|
|
|
|
|
|
|
|
