{"id":1615,"date":"2012-04-26T08:50:57","date_gmt":"2012-04-26T08:50:57","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/the-differences-between-hiring-a-sales-manager-vs-sales-producer\/"},"modified":"2023-03-08T19:44:09","modified_gmt":"2023-03-08T19:44:09","slug":"the-differences-between-hiring-a-sales-manager-vs-sales-producer","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/the-differences-between-hiring-a-sales-manager-vs-sales-producer\/","title":{"rendered":"The Differences Between Hiring a Sales Manager vs. Sales Producer"},"content":{"rendered":"

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\nThe top producer on your team has been pushing for a promotion and you need a new sales manager<\/a>. If you promote your top person and put a team of five beneath him, will you have five more superstars? Just because someone can sell, does it mean they can manage?<\/p>\n

The process of promoting from within is common, and easy.\u00a0\u00a0 You fill the position, keep your salesperson happy and move on.\u00a0 You think that placing your rainmaker in a leadership position will result in the creation of more rainmakers.\u00a0 Unfortunately this plan can do more harm than good.\u00a0 Just because Babe Ruth can hit it out of the park, doesn\u2019t mean he\u2019d make a great coach.<\/p>\n

Hiring for a sales manager takes due diligence.\u00a0 The roles of salesperson vs. sales manager require a different skill set and DNA. Yes, there are some sales people who are promoted to a managerial position and excel.\u00a0 However when you randomly take your best player, give him a pep talk and send him off to create new and better results, you risk jeopardizing your whole sales function.<\/p>\n

Sales Manager Traits vs. Top Producer Traits<\/strong><\/p>\n\n\n\n\n\n\n\n\n\n
\n

Sales Manager<\/strong><\/p>\n<\/td>\n

\n

Top Producer<\/strong><\/p>\n<\/td>\n<\/tr>\n

\n

Delegator<\/p>\n<\/td>\n

\n

Closer<\/p>\n<\/td>\n<\/tr>\n

\n

Team Builder<\/p>\n<\/td>\n

\n

Money Maker<\/p>\n<\/td>\n<\/tr>\n

\n

Supervisor<\/p>\n<\/td>\n

\n

Independent<\/p>\n<\/td>\n<\/tr>\n

\n

Manager<\/p>\n<\/td>\n

\n

Ego-centric<\/p>\n<\/td>\n<\/tr>\n

\n

Leader<\/p>\n<\/td>\n

\n

Competitor<\/p>\n<\/td>\n<\/tr>\n

\n

Trainer<\/p>\n<\/td>\n

\n

Achiever<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Top sales performers are independent and singularly driven.\u00a0 Often they like to work outside the boundaries of the organization.\u00a0\u00a0 Great sales managers are the opposite.\u00a0 They think of the team before the individual.\u00a0 They are managers and leaders and have the skills\u00a0 to think about what is best for company.<\/p>\n

Lastly, top performers are frequently driven by money.\u00a0 As managers they often believe that others have the same motivation and can\u2019t understand why their team can\u2019t deliver the business like they can.\u00a0 Good sales managers have patience and the ability to train poor performers.\u00a0 Just because they have \u201cit\u201d, doesn\u2019t mean they can teach \u201cit\u201d.<\/p>\n

Responsibilities of a sales manager include recruiting and training, budgeting, forecasting, developing compensation, coaching and ensuring the success of the team.\u00a0 The responsibility of a salesperson is direct selling.<\/p>\n

When you promote from within, you may think you are getting a sales manager.\u00a0 Actually you may be getting a salesperson that wants to be a sales manager.\u00a0 Your new sales manager now has to transition from closing deals to running a small business. \u00a0A leap that may be impossible to make.<\/p>\n

Image courtesy of sscreations \/ FreeDigitalPhotos.net<\/p>\n

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