Sales Managers Don't Sell?

Too often we promote top sales producers to managers and this fails the individual and the company. To be a top sales manager should mean to be a top people manager. You may hear the argument that sales people are different and only sales people can understand sales people. I argue that people are people and in most cases the manager must determine what motivates the individual and the collective. You may hear the argument that a sales managers' base salary goes right to the bottom line and is difficult to justify. I would argue that without a sales manager who doesn't sell, who manages people, also goes right to your bottom line. That the bottom line is a moving line and without the right person in the right job your sales will stop growing.

I just read this 'rough notes' article on hiring a sales manager with no insurance sales background for an insurance sales company. As in most organizations some people reacted negatively and resigned. In the end the companies sales increased and most individuals earned more income than imagined. One thing sales people are motivated by is money. When they see more, they smile more.

Any company that wants to grow must at some point bring on a professional sales manager. It is not a matter of choice, it is a matter of success!