{"id":1346,"date":"2020-02-04T09:00:13","date_gmt":"2020-02-04T14:00:13","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/how-to-fill-your-sales-managervacancy-internal-promotion-vs-externalhire\/"},"modified":"2023-06-13T19:38:32","modified_gmt":"2023-06-13T19:38:32","slug":"how-to-fill-your-sales-managervacancy-internal-promotion-vs-externalhire","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-fill-your-sales-managervacancy-internal-promotion-vs-externalhire\/","title":{"rendered":"How to Fill Your Sales Manager Vacancy"},"content":{"rendered":"<div class=\"et-l et-l--post\">\n<div class=\"et_builder_inner_content et_pb_gutters3\">\n<div class=\"et_pb_section et_pb_section_2 et_section_regular\">\n<div class=\"et_pb_row et_pb_row_0\">\n<div class=\"et_pb_column et_pb_column_4_4 et_pb_column_0 et_pb_css_mix_blend_mode_passthrough et-last-child\">\n<div class=\"et_pb_module et_pb_text et_pb_text_0 et_pb_text_align_left et_pb_bg_layout_light\">\n<div class=\"et_pb_text_inner\">\n<p><span style=\"font-weight: 400;\">If a business needs a new sales manager or executive, it has a choice: hire an external candidate or develop talent from within the company.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A growing organization is bound to face this decision sooner or later, due to the following factors:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Team growth: A sales team becomes large enough to require a manager.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Expansion: A company plans a move into new markets, audiences, and products and needs a new leader to spearhead the efforts or manage a new sales team.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Replacement: A previous manager is not a fit or moves to a different company, and someone else must take over.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Retirement: A manager or leader exits the workforce due to retirement.<\/span><picture class=\"wp-image-206658 size-medium alignright\"> <\/picture><\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"size-medium wp-image-6807 alignright\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1-300x300.webp?strip=all\" alt=\"\" width=\"300\" height=\"300\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1-150x150@2x.webp?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1-150x150.webp?strip=all 150w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1-250x250.webp?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1-15x15.webp?strip=all 15w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1.webp?strip=all 450w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1-15x15@2x.webp?strip=all 30w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1.webp?strip=all&amp;w=90 90w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate3-copy.jpg-1.webp?strip=all&amp;w=360 360w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Succession planning: A forward-looking company wants to prepare a roster of people who are ready to take over key roles that are vacated for any reason.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Promoting managers internally and hiring externally are both valid approaches.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Hiring internally can be cost-effective. It also provides a career trajectory for current employees and it extends the longevity of company culture and key sales relationships.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But there are risks. Companies are more likely to promote their top salespeople than promote their lower-performing counterparts, but when they do, they often find that they\u2019ve lost a good salesperson and gained a bad manager. A study found that teams led by their (newly promoted) top salesperson see <\/span><a href=\"https:\/\/www.forbes.com\/sites\/jeffhyman\/2018\/07\/25\/bumpytransition\/?sh=14cf03f65964\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">sales drop by 7.5% on average<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For these reasons, hiring externally can be helpful when a seasoned manager is needed, when it is important to avoid promotion politics, in an emergency situation that requires accelerated placement, or simply if the pool of internal talent has been tapped. After all, LinkedIn found that <\/span><a href=\"https:\/\/business.linkedin.com\/talent-solutions\/recruiting-tips\/33-most-recruited-jobs-in-2018#form\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">AEs are the #2 most-recruited role<\/span><\/a><span style=\"font-weight: 400;\"> in business across all industries\u2014and they are #1 in the tech industry. This doesn\u2019t make finding great potential managers any easier.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">An external hire can bring in new perspectives and help a company level up during moments of strategic change, such as when it expands into new markets, launches new products, shifts sales strategy, or doubles its staff. The talent available in the company at the time may not have exposure to the information and experiences needed to succeed during these shifts. And, in a mature business, internal talent may be stuck in a traditional or \u201cgroupthink\u201d mentality that prevents them from innovating.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Whether a company decides to promote internally or hire from the outside, it\u2019s important that they take a step back to make the <\/span><i><span style=\"font-weight: 400;\">right<\/span><\/i><span style=\"font-weight: 400;\"> hire. Great managers directly impact a company\u2019s revenue, while mediocre managers can artificially cap the performance of even the best sales teams.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So when it comes to finding the next great sales leader, preparation can make all the difference.<\/span><\/p>\n<h2><b>Promoting internally: how to lead a successful transition<\/b><\/h2>\n<p><b>Create formal succession plans<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Companies with formal succession plans that include metrics, processes, and official stakeholders are far more likely to see success than companies who take a lighter, informal approach, according to <\/span><a href=\"https:\/\/www.shrm.org\/hr-today\/trends-and-forecasting\/special-reports-and-expert-views\/Documents\/Developing-Leadership-Talent.pdf\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">research<\/span><\/a><span style=\"font-weight: 400;\"> from the Society for Human Resource Management.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, many companies fail to develop a formal process. Poor succession planning can result in lost revenue, organizational confusion, and an underperforming sales team. <\/span><a href=\"https:\/\/hiretopperformers.peaksalesrecruiting.com\/sales-succession-planning\/\"><b>Peak\u2019s Guide To Sales Succession Planning<\/b><\/a><span style=\"font-weight: 400;\"> is a thorough guide covering methods for evaluating internal candidates and how to pull off successful transitions.<\/span><\/p>\n<table>\n<tbody>\n<tr>\n<td><img decoding=\"async\" class=\"alignnone wp-image-6809 size-full\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all\" alt=\"\" width=\"700\" height=\"150\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all 700w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1-300x64.webp?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1-250x54.webp?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1-300x64@2x.webp?strip=all 600w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1-250x54@2x.webp?strip=all 500w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all&amp;w=70 70w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all&amp;w=140 140w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all&amp;w=350 350w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all&amp;w=420 420w\" sizes=\"(max-width: 700px) 100vw, 700px\" \/><\/p>\n<p><span style=\"font-weight: 400;\"><picture class=\"alignleft wp-image-206653 size-full\"><\/picture> Free eBook Download:\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/hiretopperformers.peaksalesrecruiting.com\/sales-succession-planning\/\"><b>Peak\u2019s Guide To Sales Succession Planning<\/b><\/a><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><b>Do not simply promote the best salespeople on a team into management<\/b><\/p>\n<p><span style=\"font-weight: 400;\">One reason this transition doesn\u2019t always yield positive results is that a salesperson is primarily focused on individual performance, while a leader is focused on performance <\/span><i><span style=\"font-weight: 400;\">through<\/span><\/i><span style=\"font-weight: 400;\"> others. The skills, characteristics, and viewpoints needed for success are different.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When companies promote from within, they must look for sales leaders who can deliver on:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">hiring initiatives<\/span><picture class=\"alignright wp-image-206657 size-medium\"> <\/picture><img decoding=\"async\" class=\"size-medium wp-image-6811 alignright\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1-300x300.webp?strip=all\" alt=\"\" width=\"300\" height=\"300\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1-150x150@2x.webp?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1-150x150.webp?strip=all 150w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1-250x250.webp?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1-15x15.webp?strip=all 15w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1.webp?strip=all 450w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1-15x15@2x.webp?strip=all 30w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1.webp?strip=all&amp;w=90 90w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blogtemplate2-copy.jpg-1.webp?strip=all&amp;w=360 360w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">salesperson development<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">coaching<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">metrics-based performance reviews<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">compensation package design<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">team morale and culture<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">relationships with leadership counterparts in marketing, product, finance, and other departments<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">sales strategy for the company\u2019s current position in the marketplace<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">the management of infrastructure that powers all sales operations, from support personnel to technology, systems, and documentation<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">In some cases, lower-performing salespeople may actually be more suited for a management role. Companies should orient their search toward screening for these leadership characteristics rather than simply evaluating sales performance.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Mentorship and self-development resources can also be very useful for cultivating internal talent.\u00a0<\/span><\/p>\n<p><b>Create a sales mentorship program<\/b><\/p>\n<p><span style=\"font-weight: 400;\">We encourage companies to design a mentorship program specifically for sales. HubSpot shares <\/span><a href=\"https:\/\/blog.hubspot.com\/sales\/sales-mentorship-program\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">7 Steps to Establish a Successful Sales Mentorship Program<\/span><\/a><span style=\"font-weight: 400;\">, which details how a sales manager can pair two employees with mutually beneficial skill sets and roles.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This type of mentorship program not only develops more junior reps, but it also helps cross-train reps on different sales areas and allows mentors to test their leadership skills. Setting up a mentorship program requires some structure, such as defining roles in advance, tracking performance metrics, creating an incentive structure, and agreeing on an \u201cexit strategy\u201d for the relationship.<\/span><\/p>\n<p><b>Provide reps with resources to develop themselves\u00a0<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Motivated salespeople can also prepare for a potential promotion to a leadership role. Ideally, they will begin to demonstrate their ability to deliver on a manager\u2019s responsibilities while still in an individual contributor role. We collected <\/span><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/promoted-sales-manager-tips\/\"><span style=\"font-weight: 400;\">advice from 20 sales coaches, executives, and authors<\/span><\/a><span style=\"font-weight: 400;\"> to help reps make the shift. Suggestions included:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Develop and demonstrate your leadership abilities on the job\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Understand the skills, traits and behaviors required for success<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Establish yourself as a lifelong learner<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Demonstrate your ability to assist and coach team members<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Identify motivated sales staff that show an aptitude for these leadership qualities to guard against a failed internal hire.\u00a0\u00a0<\/span><\/p>\n<h2><b>Hiring externally: how to attract and identify quality candidates<\/b><\/h2>\n<p><b>Develop a formal hiring plan and start early<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Just like internal succession planning requires a formal structure to work well, so does external hiring.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It begins with a process for sourcing and systematically building familiarity with candidates. Whenever possible, companies should start their hiring search early by reaching out to their ideal candidates and then building a relationship with them over the long term.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This approach is called \u201c<\/span><a href=\"https:\/\/recruitingdaily.com\/why-candidate-nurturing-is-key-to-your-recruiting-strategy\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">candidate nurture<\/span><\/a><span style=\"font-weight: 400;\">,\u201d and it\u2019s designed to attract top performers who are in high demand, gainfully employed, and will only move to a new company if trust is in place. This can take time<\/span><span style=\"font-weight: 400;\">\u2014<\/span><span style=\"font-weight: 400;\">organizations should use candidate trackers and regular check-in milestones.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Once a candidate is ready for an interview, they should go through a quantitative screening process that tests for the traits needed in the leadership position, as well as an interview process with a structured rubric. This formality protects hiring managers from unsuccessful \u201cgut feel\u201d decisions.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For help with developing a hiring plan for a sales leader, <\/span><a href=\"https:\/\/www.peaksalesrecruiting.com\/vp-sales-interview-guide\/\"><span style=\"font-weight: 400;\">Your Next VP Sales: The Complete Interview Question Guide<\/span><\/a><span style=\"font-weight: 400;\"> covers key responsibilities, traits to screen for, and interview questions for an in-depth assessment.\u00a0<\/span><\/p>\n<p><b>Prepare to be evaluated by candidates<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Leadership should work on their employer brand to become an attractive option for quality managers. Great candidates will scrutinize a company, its sales organization, and its leadership team. <\/span><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/every-great-vp-sales-wants-job\/\"><span style=\"font-weight: 400;\">What Every Great VP Sales Wants in a Job<\/span><\/a><span style=\"font-weight: 400;\"> covers 10 characteristics that outside talent will likely screen for.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This includes opportunities for growth, the autonomy to tackle challenges and provide real value, a proven leadership team with colleagues who share their vision, and competitive compensation. Companies should use benchmarks such as <\/span><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/sales-salaries-2019-infographic\/\"><span style=\"font-weight: 400;\">Peak\u2019s Sales Compensation Report<\/span><\/a><span style=\"font-weight: 400;\"> to ensure that they don\u2019t disqualify themselves by offering too little, too late.<\/span><\/p>\n<p><b>Partner with a recruitment firm<\/b><\/p>\n<p><span style=\"font-weight: 400;\">When the talent pool is low or a company needs outside expertise, they can turn to a talent firm. It\u2019s important that a recruiting firm specializes in sales and also provides a holistic service where success is measured by a candidate\u2019s fit and performance in a role, not just the quantity of candidates they source.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A sales recruiting firm can help a company:<\/span><\/p>\n<picture class=\"wp-image-206656 size-medium alignright\"> <\/picture><img decoding=\"async\" class=\"size-medium wp-image-6812 alignright\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1-300x300.webp?strip=all\" alt=\"\" width=\"300\" height=\"300\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1-150x150@2x.webp?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1-150x150.webp?strip=all 150w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1-250x250.webp?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1-15x15.webp?strip=all 15w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1.webp?strip=all 450w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1-15x15@2x.webp?strip=all 30w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1.webp?strip=all&amp;w=90 90w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/blog-template1-copy.jpg-1.webp?strip=all&amp;w=360 360w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Determine which qualities to screen for to match their unique sales environment<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Administer quantitative psychometric tests to assist in screening<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Develop behavioral interview rubrics<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Scalably source candidates from within and without the company\u2019s industry<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Verify track records, including proof of selling performance, reasons for leaving, and reference quality<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Formalize a sustainable hiring process for the future<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Companies can work with a firm like Peak Sales Recruiting to accelerate and de-risk the hiring process. At Peak Sales, we leverage our proprietary<\/span><a href=\"https:\/\/bit.ly\/31dn3fL\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\"> P95 Assessment Process<\/span><\/a><span style=\"font-weight: 400;\"> to design a recruiting framework that sources the best management talent for companies and their specific sales needs.<\/span><\/p>\n<h2><b>The right hire is key to sales success<\/b><\/h2>\n<p><span style=\"font-weight: 400;\">Companies in need of a new sales manager have plenty of work to do, whether they choose to develop leadership talent from within or attract new faces from the outside world. They must start their search or development efforts as early as possible, create an enticing employer brand, and put formal evaluation processes in place so that they are not misguided by gut feel.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A powerful engine for systematically attracting and evaluating sales managers can help companies successfully install the leadership they need to meet sales objectives and beat competitors.<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone wp-image-6814 size-full\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1.webp?strip=all\" alt=\"\" width=\"724\" height=\"483\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1.webp?strip=all 724w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1-300x200.webp?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1-250x167.webp?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1-300x200@2x.webp?strip=all 600w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1-250x167@2x.webp?strip=all 500w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1.webp?strip=all&amp;w=72 72w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1.webp?strip=all&amp;w=144 144w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1.webp?strip=all&amp;w=362 362w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1.webp?strip=all&amp;w=434 434w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/iStock-931508808.jpg-1.webp?strip=all&amp;w=651 651w\" sizes=\"(max-width: 724px) 100vw, 724px\" \/><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><!-- relpost-thumb-wrapper --><\/p>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both;\"><\/div>\n<div style=\"clear: both;\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\">\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2019\/02\/Scale-Sales-Team-Key-Players-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-label=\"Scale Sales Team - Roles\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">The 5 Key Players Needed to Successfully Scale Your Sales Team.<\/div>\n<\/div>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2021\/04\/Ryan-Thornton-150x150.png') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-label=\"Training Remotely with Ryan Thornton peak sales recruiting blog\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">HOW TO RESTORE YOUR SALES CULTURE REMOTELY PART 3<\/div>\n<\/div>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2016\/03\/What-it-Really-Takes-to-Attract-Top-Sales-Talent-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-label=\"What it Really Takes to Attract Top Sales Talent\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">What it Takes to Really Attract Top Sales Talent<\/div>\n<\/div>\n<\/div>\n<p><!-- close relpost-block-container --><\/p>\n<div style=\"clear: both;\"><\/div>\n<\/div>\n<p><!-- close filter class --><\/p>\n<\/div>\n<p><!-- close relpost-thumb-wrapper --><\/p>\n<div class=\"abh_box abh_box_down abh_box_business\">\n<ul class=\"abh_tabs\">\n<li class=\"abh_about abh_active\"><a href=\"#abh_about\">About<\/a><\/li>\n<li class=\"abh_posts\"><a href=\"#abh_posts\">Latest Posts<\/a><\/li>\n<\/ul>\n<div class=\"abh_tab_content\">\n<section class=\"vcard abh_about_tab abh_tab\" style=\"display: block;\">\n<div class=\"abh_image\"><img decoding=\"async\" class=\"avatar avatar-80 photo\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/30c3fe2307ff39603f8240fdaad5419es80ampdmmamprg.jpg?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_30c3fe2307ff39603f8240fdaad5419es160ampdmmamprg.jpg 2x\" alt=\"\" width=\"80\" height=\"80\" \/><\/div>\n<div class=\"abh_social\"><\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/ryanebbtcorp-com\/\">Ryan Thornton<\/a><\/h3>\n<div class=\"abh_job\"><\/div>\n<div class=\"description note abh_description\"><\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><img decoding=\"async\" class=\"avatar avatar-80 photo\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/30c3fe2307ff39603f8240fdaad5419es80ampdmmamprg.jpg?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_30c3fe2307ff39603f8240fdaad5419es160ampdmmamprg.jpg 2x\" alt=\"\" width=\"80\" height=\"80\" \/><\/div>\n<div class=\"abh_social\"><\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Ryan Thornton <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/ryanebbtcorp-com\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/hitting-year-end-targets\/\">3 Ways Your Employees Will Sabotage Hitting Year End Targets<\/a> &#8211; December 27, 2023<\/li>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/7-ways-to-hit-your-year-end-target-with-ease\/\">7 Ways to Hit Your Year End Target With Ease<\/a> &#8211; December 20, 2023<\/li>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-handle-counter-offers-and-win-top-talent\/\">How to Handle Counter Offers \u2014 and Win Top Talent<\/a> &#8211; December 18, 2023<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><img decoding=\"async\" class=\"alignnone wp-image-6809 size-full\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all\" alt=\"\" width=\"700\" height=\"150\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all 700w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1-300x64.webp?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1-250x54.webp?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1-300x64@2x.webp?strip=all 600w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1-250x54@2x.webp?strip=all 500w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all&amp;w=70 70w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all&amp;w=140 140w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all&amp;w=350 350w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2020\/02\/Sales-Succession-Planning-Guide.png-1.webp?strip=all&amp;w=420 420w\" sizes=\"(max-width: 700px) 100vw, 700px\" \/><\/p>\n","protected":false},"excerpt":{"rendered":"<p>If a business needs a new sales manager or executive, it has a choice: hire an external candidate or develop talent from within the company.\u00a0 A growing organization is bound to face this decision sooner or later, due to the following factors: Team growth: A sales team becomes large enough to require a manager. Expansion:<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-fill-your-sales-managervacancy-internal-promotion-vs-externalhire\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;How to Fill Your Sales Manager Vacancy&#8221;<\/span><\/a><\/div>\n","protected":false},"author":9,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"1","last_modified_date":"2023-06-13T19:38:32","cybocfi_hide_featured_image":"","footnotes":""},"categories":[14],"tags":[],"class_list":["post-1346","post","type-post","status-publish","format-standard","hentry","category-sales-hiring-recruiting"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1346"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/9"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=1346"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1346\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=1346"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=1346"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=1346"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}