The Sales Management function is a key leverage point in every
company. In our experience, there are at least 2 distinct functional
roles Sales Management is expected to perform. Depending on the
size of the company, size of the sales force and complexity of the
market, these functions may be combined or separated between one
or multiple people. The general functions are:
• Sales Manager- Key responsibilities
include recruiting, hiring and developing field sales people, setting
sales goals in a territory and in some instances, maintaining some
accounts as well. 40% or more of their time spent in the field with
sales people and/or customers.
• Executive Sales Manager - Key responsibilities
include market and competitive research, budget creation and allocation,
sales quotas by region, coordination of sales plan with production
function to ensure adequate capacity to support budgeted sales volume.
Responsible for recruiting and hiring Sales Managers. 80% or more
of their time spent at company office.
While these positions may share a title, the actual job function
is quite different. To determine what assessment to use to assist
in hiring high potential sales management talent, it is essential
to understand the exact scope of responsibilities in your company
and the competencies that drive success. Using a Strategic
Success Model, an assessment tool is developed to measure the
intellectual abilities, thinking, working and relating competencies
necessary for success in the role.