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.
Here are a few ways that you can identify and develop a sales person to become a future sales leader.
Understand Goals and Expectations
When an organization thinks a rep has promise to be a sales leader, it is important to understand what their medium and short term goals are. In some cases a salesperson is content being a sales rep and does not want to move into sales management. Having the sales person understand the expectations in being a sales leader and what is needed for them to develop the skills and experiences in their current role.
Sales teams should use a number of different strategies to help train and develop the team. One of the most effective is having team members mentor other team members. There are opportunities in team meetings, joint calls, and one on one time. Seeing how the team members interact and work together is important.
Modern sales uses content focused both on external an internal to support the sales effort. Externally focused content could be blogs, social media posts, and other customer-facing content. Internally content is valuable to support sales training and development. This can range over a number of different tactics and tools. One of the most important and impactful tools is video. Seeing how a rep leverages and participates in generating the content may be one of the factors to consider when looking for employees to develop.
Using Process and Tools
To be a successful sales leader means using and embracing sales process and tools. If the sales person is not using a CRM or following sales processing then there are fairly good odds they will not be a proponent as a sales leader.
If your organization is looking for a tool that can help sales reps and leaders with training and onboarding, the Lurniture could be for you. Request a demo and see if Lurniture is a fit for your sales organization.