Different businesses require different types of sales managers – and simply looking at a candidate’s educational qualifications is not enough.
During the interview process, you should observe whether the person applying for the job is really interested in the nature of your work. They should have a passion for your industry – that is the only way they can have a positive impact on your business’ bottom line.
The best candidate should also have a proven sales track record and should be a great leader.
Picking a Leader
A lethargic sales manager will not inspire others to work hard and will not contribute to increasing sales or enhancing your company’s reputation. This is why you need to verify their previous job history thoroughly before making a job offer. The manager you select should display leadership qualities and be able to communicate effectively. They must also be able to lead and motivate a team.
A good sales manager should be able to get the best out of their team. They should think logically, work independently, and utilize effective time management techniques. Multi-tasking is also very important. They should be sensitive to the needs of people around them and be able to make the best of any situation.
An effective manager should be able to analyze statistical information related to your business. It is also necessary for them to be able to motivate the team; they must value all other employees, and at the same time, be able to reprimand them when needed.
Doing Your Part
As a small business owner, once you have a great sales manager, you need to be able to keep them. You should communicate openly with them and explain clearly to them as to what your expectations are. The training period is the ideal time for you to teach them the intricacies of your small business and impress upon them how important it is to you.
Sales incentives are a great way to motivate your sales manager to go above and beyond the call of duty. Bonuses should definitely be part of the compensation package. Make sure your compensation is competitive with that of the industry.
Maintain a professional relationship at all times. Treat your sales manager – and all employees – with respect and motivate them to do their best. Your sales manager is an important part of your team and you should value their input. After all, they are charged with growing your profits!
A disgruntled sales manager might not only join your competitor’s team but also leak your business secrets to others. So before you hire a new one, make sure that their goals and ethics are in line with yours. You don’t want to hire someone who does not fully believe in your business and what your objectives are.
Finding and then holding on to a good sales manager can be a challenge, but it is one that is well worth the effort. If you invest your time and energy in finding the right individual, then your business will eventually reap the rewards.
