The core theme of a sales manager's role is to drive the team to sell. Though they may be the best sales person on the team, if they spend 100% of their time helping close business then sales results will plateau when their selling capacity is reached, and you will find that other team members have not developed. This "halter" is a problem that many companies face as they try to migrate to the next level of growth. As usual the best approach to solving a problem is to anticipate it, and solve it before it emerges. So this article will focus on finding a sales manager who can grow beyond your needs today.
Driving the team to sell is a three legged stool. Being effective at all three is important and requires a different set of competencies. You may not get all the competencies you're hoping for, but you must have confidence that given support, the candidate you select has the will to learn the skills. The components are:
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