Does this scenario sound familiar?
You’ve got a great team of inside salespeople and one of your star players, Bulldog Bob, is killing it. His numbers are higher than everyone else’s – he’s a total bulldog when it comes to chasing deals and closing business. He is self-sufficient, requires little guidance, and is independent. Bob has been in sales for a while and has progressed from all the various teams. His team is inspired by his success.
Bob is always in your office talking about deals and his future. He tells you that recruiters are tracking him down, enticing him with some nice new offers. He is aggressive, knows what he wants, and reminds you about that promise you made many months back about putting him into a management role.
You have just brought in eight new hires in the last six weeks, and they need to be managed quickly – you want to show some revenue increases fast. You’ve been scattered lately and have several more teams that also report to you. You decide to promote Bob because you know he can hit the ground running and transfer some of his special sales talent to his team.
What are the chances of survival? Pay attention to the following clues, because they spell disaster:
Those independent, self-sufficient, “bulldog” qualities are great, but they might alienate the team.
Bob’s aggressive personality may be misunderstood as micromanaging, or worse, salespeople may fear they’ll be fired.
When a salesperson reminds you about what he or she wants and tells you that a recruiter is calling, that’s a threat. Chances are this person will threaten his or her team in the same way.
Just because a salesperson is killing his or her numbers, that is absolutely no guarantee that this same salesperson will kill it as a manager. The two are completely different.
When directors and VPs are scattered or too busy to help coach, mentor, and develop their managers, disasters happen, and by the time managers figure out what happened, it’s usually too late.
Download your copy of the 14 Smart Inside Sales Trends in 2014 report and stay ahead of today's rapidly changing Sales 2.0 trends.