It’s Hard to Hire The Right People
Summary
- When hiring for sales leadership, it's crucial to distinguish between the roles of a sales manager and a sales director.
- A sales director is responsible for building and scaling the sales team's infrastructure, while a sales manager is more involved in the day-to-day tactics of sales.
- Sales managers often require a deeper understanding of scripting, coaching, and how to overcome objections in sales conversations.
- Finding a skilled sales manager can be more challenging because their role demands a blend of tactical knowledge and the ability to train salespeople effectively.
- It's relatively easier to identify individuals who can handle CRM management and coordinate with customer success to streamline operations than to find someone who knows the exact things to say to close a sale.
Video
How To Take Action
I would suggest focusing first on identifying whether you need a sales manager or a sales director. This is key because the roles are different. If you need someone to build the team and handle big-picture stuff, that's a sales director job. But if you're after someone who's going to work closely with the sales team every day, help them with their scripts, and teach them how to deal with tough questions from customers, you're looking for a sales manager.
To find a good sales manager, who knows the right things to say to make a sale, start by asking about their experience with scripting and coaching. They should be able to tell you how they've helped their salespeople get better. It can be tougher to find this person, but it's worth it since they'll be really hands-on with the team.
Here’s how you can start:
- Write down what you really need: Do you want to grow the sales team or improve daily sales tactics?
- Search for candidates with the right background: If you want a sales manager, look for someone with experience in training and sales tactics.
- Ask the right interview questions: Can they give examples of how they've overcome objections? How would they coach a team member?
Remember, finding a sales manager might be harder but focus on their ability to coach and their knowledge of sales conversations. It's a low-cost method since it's about asking the right questions and understanding roles – and it will add high value to your team's performance.
Quotes by Leila Hormozi
"The biggest mistake a lot of people make is they don't know what kind of sales manager they need to hire"
– Leila Hormozi
"Do they need to hire somebody who understands scripting, overcomes tactics, coaching"
– Leila Hormozi
"Or do they need to hire somebody who understands CRM management, communication with cs and finance, structure, scaling"
– Leila Hormozi
"I think that one is a sales director and the other one is a sales manager"
– Leila Hormozi
"The hard part is going to be finding that person because they are a little bit harder to find than a sales director"
– Leila Hormozi
Full Transcript
the biggest mistake a lot of people make is they don't know what kind of sales manager they need to hire do they need to hire somebody who understands scripting overcomes tactics coaching or do they need to hire somebody who understands CRM management communication with cs and finance structure scaling really I think that one is a sales director and the other one is a sales manager when I think of a director I think of somebody who will build the infrastructure of the sales team they will scale the sales team they will not get on the phone whereas a manager I think could be one or the other but more often than not is like a little bit of a down more tactical more understanding the conversations that need to be had the overcomes how to coach the salespeople the hard part is going to be finding that person because they are a little bit harder to find than a sales director there's lots of people who can be like here's a CRM and I will talk to customer success and we will make everything smooth versus like I know what to say to get people to say yes
