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What’s the best indicator that a top performing sales rep will also excel as a manager? What I’ve observed may seem counterintuitive: 🟢 If the rep initially struggled (even almost failed) and had to slowly re-engineer their habits, processes, and strategies to succeed — they have a pretty good shot in first-line management. 🚩 But if a rep basically succeeded from the get go — sales came naturally to them because of their gifts/strengths — management may be a real struggle. This has nothing to do with grit or perseverance, though that doesn't hurt. The issue is that first-line sales management is largely about understanding what’s causing underperformance for an individual and designing a system for that individual's success. And that’s pretty challenging to do for others if you’ve never had to do it for yourself.
CEO @ Forecastio | Hit your sales targets with AI-driven insights
2wAn interesting idea. From my observations, the best first-time managers are those who can build a system of success, explain how it works, and are eager to share it with the team. Often, these are the people who consistently suggest new initiatives and improvements and, most importantly, are able to acknowledge mistakes and receive feedback. In my professional experience, the best first-time managers were those who outperformed their peers. However, being an outperformer doesn't always equate to being a good manager.