One of the more important challenges for a sales organization is developing their own talent to take bigger roles within the organization. Many of studies have found that internal hires often outperform external hires. Internal hires often have better job performance, longer time at the company, and usually at a lower cost. The top sales people in your organization often don’t make the best sales leaders. There are many reasons that top performing sales people don’t excel as sales managers. They may make their sales number, but they may not be a great team member. A sales leader’s main goal is to succeed because of the sales team. It becomes important to identify and work with sales reps to become sales leaders.