Promote your best (Guest commentary)

Great salespeople can be great sales managers
By Marcus Miller
|Canadian HR Reporter|Last Updated: 05/03/2007

Known as “Da Coach,” Mike Ditka achieved fame by winning Super Bowl after Super Bowl as a player, as an assistant coach and as a head coach. With the NFL’s Chicago Bears, Ditka also led superstar players like Jim McMahon, William “Refrigerator” Perry and Walter Payton to award-winning results.

Where would the NFL be if it had not promoted its stars? Not all top performing athletes make great leaders or coaches, and some even fail, but overall the team managers and top coaches are former top performers. In sales it’s no different. Top performing salespeople are your best source for great sales managers.

You don’t have to look far to find articles, blogs or opinions that claim great salespeople do not make great sales managers. Does this viewpoint come from people who have never achieved quota-busting performances year over year? Have they never taken the next career step to leading their peers as the sales manager? I believe common sense speaks louder than all these critics.