America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Skills and Talents That Make Great Sales Managers

You recognize great sales managers when you see them; and when you witness them in action or review their records on paper, you know they’re doing something right. But how can you spot the signs of future success before you’ve completed the candidate selection process? And once you bring a talented professional on board, what steps can you take to encourage them and draw out their best possible performance? Keep these tips in mind and you’ll be hiring and managing a team of superstars in no time. 

Top Managers Show an Interest in Moving Forward
The skills that make a great employee and the skills that make a great manager are not the same. In fact, some of these skill sets are mutually exclusive, which can come as a surprise when a top seller receives a promotion to management and suddenly hits a wall. Happy employees are often content with the status quo; managers can get restless and push for better leadership. Happy, successful employees often take direction well. They like being told exactly what to do, and they rush to comply. Future managers often ask questions, prioritize assignments on their own, and even show resistance to authority if they believe their methods are more efficient. Promote the employees who show signs of promise and ambition. Don’t promote the terrific employees who aren’t interested in additional responsibility. 

Managers Show Excellent Executive Functioning Skills
Can your candidate handle multiple tasks at one time, starting with the ability to prioritize, delegate, and cut some items off the list? Can your candidate say no? Can they stay in 24-hour contact when necessary and totally disconnect during vacations? The ability to compartmentalize, organize, stay engaged, and stay in motion can mean the difference between burning out and thriving under pressure. 

Managers Don’t Just Sell; They Manage
Your top sellers may not actually excel as motivators and team leaders. If you have to make a promotion decision, choose the leaders, not the sellers. Choose those who can see the world from another person’s point of view, negotiate successfully, and encourage others to bring out their best. If your candidate can rally a diverse team and treat each person as an individual with distinct needs and preferences, that’s the candidate you’re looking for. 

When You Recognize These Skills, Cultivate Them
Push your managers to be better managers. Show them how to embrace their new responsibilities and let go of the old ones, and cheer them on when you see them making new connections in a leadership capacity. 

Work with America’s Largest Healthcare Recruiting Firm
When your company needs to supplement its talented team with the right sales manager, contact Buckman Enochs Coss and Associates and work with America’s largest healthcare recruiting firm. With our high-energy performance and expeditious process, we quickly deliver impressive results for your healthcare organization.