Promoting a Seller Does Not Make a Leader

I talk often about a new performance-management culture taking hold in today’s B2All marketplace.

To meet that challenge, not only must selling skills change, leadership skills must evolve too. Your sales manager’s number-one job now is to teach and refine the skills of sellers to help them hit their peak and stay there.

So, what’s the best way to make that happen: by simply turning your existing top sellers into leaders? Not so fast! 

[bctt tweet=”A great manager isn’t just a sales performer with enhanced decision-making authority.” username=”EngageColleen”]

There’s a crucial, yet overlooked fact about these two roles in your sales organization: their skills are not automatically transferrable. You don’t create a great leader just by promoting a top seller.

If you’re not distinguishing selling skills from leadership skills, you’re putting your entire sales team at risk of underperforming. Know the difference!

In fact, the best sales managers have six things in common. I’m sharing these secrets on June 6th, 2017 at Inbound Sales Day! Register here!