It is not unusual for business owners to assume that any top performing salesperson is automatically a good candidate for a sales manager job. They then proceed to promote the top performer and assign them a sales team to lead. To their disappointment, a good number of such individuals fail to perform as managers. This not only hurts the company but also the new manager.
According to Career Trend, job satisfaction goes beyond receiving a fat paycheck on a regular basis. It is, therefore, no surprise for employees to be disgruntled over matters that are not related to their pay. Unfortunately, a dip in the morale of sale reps affects their performance, and consequently your returns, irrespective of the cause.
When it comes to compensating your sales team, you need an efficient and accurate system that gives you real-time data that you can use to make critical decisions. In fact, this system is not just for computational purposes but should perform complex functions such as data validation and analysis. Although Excel is great for computations, it comes with a myriad of limitations.
Every business owner who’s keen on the growth of their company should be concerned when their sales begin to plateau. Usually, this can be caused by various factors such as employee burnout and stiff competition. Using tactics such as changing sales strategy and giving sales incentives can help revive the morale of your salespeople. But, you will need a robust sales commission software to monitor your sales team's performance and implement an incentive program effectively.
How do you sieve through the numerous applications for a sales job to identify a suitable candidate? As a hiring manager, you can’t rely on someone’s experience in a sales position only if you want to get high performing salespeople. This is because, besides experience, research has shown that sales superstars demonstrate common traits that an average performer lacks. So, if your target is to add top performers to your team, you are better off not betting on experience only but also adding the following traits to your selection criteria.