Sales Management

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.