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RAB Research Archive

Salesperson to sales manager?



Before moving your top salesperson into the sales management ranks, consider the ramifications of this move.

You are taking your rainmaker out of the sales game where they've generated lots of money for your company. While your hope is that the theory of "disciple selling" (placing six people underneath the new manager and getting six times the sales) becomes proven, that is rarely the case. If it was so easy to clone a rainmaker, every company would do it. Quite frankly, the "disciple selling" dream is flawed. The sole reason to place someone in the role of sales manager is that you feel that they have the potential to succeed in that capacity.

What does all of this tell you? You need a process and methodology to evaluate sales management candidates...just like you evaluate sales candidates. And, even though the rainmaker got on your radar screen because they blew out their quota, their sales management candidacy should be handled the same way you would if you were considering an external sales management candidate. Don't skip any steps in the evaluation process!

Source: Sales consultant/author Lee Salz





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