Choosing Between a Sales Person and a Sales Manager: Factors to Consider

I can understand the confusion and the decision to choose between a sales person and a sales manager can be a challenging one. The answer, quite simply, depends on the stage of your business and your specific needs. Let's delve into the differences and explore which role might be more suitable for your business.

Understanding the Roles

Sales Person: A sales person is the front line of your sales team, responsible for engaging with potential customers, closing deals, and providing customer support. They typically work with smaller client accounts, focus on a limited territory, and have less autonomy compared to a sales manager.

Sales Manager: A sales manager, on the other hand, has a broader scope of responsibilities. They oversee a team of sales persons, manage the overall sales process, and ensure that targets are met. Sales managers are often responsible for larger territory coverage, strategic planning, and budget management.

When to Hire a Sales Person

If your business is in its early stages or your sales volume is relatively low, hiring sales persons might be the better choice. They can be more cost-effective and are more flexible. Sales persons are also great at building client relationships and can help expand your market reach through personal visits and customer interactions.

When to Consider a Sales Manager

However, if you have a large team of sales persons and plan to expand your market coverage, a sales manager could be a valuable addition. A sales manager can help guide and train the team, ensuring they are equipped and motivated to meet and exceed sales targets. They can also provide strategic oversight, which is essential for market expansion and business growth.

Key Factors to Consider Before Hiring a Sales Manager

Business Growth: You must have a clear plan for business growth. Hiring a sales manager comes at a higher cost, so ensure that the sales volume justifies the expenses. Pre-plan the new sales areas you intend to target. Manager's Experience: Look for a sales manager who has a background of being a successful sales person. They should understand the challenges and opportunities in the field. Ensure that the manager will prioritize training and supporting the sales team. Input and Collaboration: The best sales managers are those who actively listen to their team. They should ask for and incorporate the sales force's feedback before making any policy or pricing changes. Their decisions should consider the impact on both the team and the company's profitability.

It's important to remember that the role you choose should align with your overall business goals. If you're just starting out, investing in a solid team of sales persons could be the right move. As your business grows and you need a broader strategic focus, a sales manager could be the next step in your growth journey.

For more insights and tips, feel free to visit my blog where I provide additional advice and resources to help you navigate the world of sales management.