you've found a right person to replace you, things could
get wrong when you introduce the person to your sales
For your business to grow, you may need to hand over
the sales force management to a new blood. Also for
you to grow, you need to bring in fresh talent,
who can take over from you. Turning over control of
the team, you've nurtured for years, can become a tricky
To gracefully & effectively hand over the sales
role; you need to follow these important steps to hire
and introduce your replacement:
Identify the talent you seek. It's the nature of
many managers to look for a replacement who mirrors
his or her own strengths. But bringing in fresh talent
is a excellent opportunity to complement your skills
rather than hiring a copy. Find someone who'll add a
level of leadership to your company. Also, don't be
afraid to hire a manager, who may one day be better
your record. The best CEOs in the world enjoy surrounded
by greater talent than their own.
Introduce the new manager to the sales team. This
is the trickiest part of the process, as building trust
and rapport with the team members takes time. Set the
tone from the introduction; include clarity on the manager's
role and the role of each team member. The smoothness
of the transition will depend on; how well the new manager
fits into the company culture and how different is his
Make it simpler for the team members. Emphasize
the skills & talent of the new manager that makes
a great fit for the company and the team. Allow time
for the new maneger to address the group from both a
business and a personal perspective. Encourage the new
manager not to speak about changes, but rather about
the excitement about working with the team. The new
manager should also make a point to share a few key
facts about the life outside of work. It helps the team
members connect emotionally when they know they share
something in common with the manager.
Avoid potential conflicts in the new management.
Sales representatives are sometimes stubborn &
resist any changes in their way of doing things. So
the new manager should be very carefull about the
changes, especially which affect the payscale/Commisions.
Be prepared for a few resignations, (which in some
cases is required). Make the changes slowly
& step by step.
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