How To Recognize When Sales Managers Need Extra Help

Outside helpA sales management team may find that a significant portion of their time and resources are tied up with tasks that may not be helping the company generate more business. While these individuals may look to ways that they can adjust their schedules and leadership styles, it can benefit them to hire outside help.

While managers may be reluctant to bring on another person, especially in this economy, it is important to look towards the long term benefits of bringing a professional into the company.

When a management team brings in outside help it is important for these individuals admit to themselves that the current system is not working. If the leaders of the company are not getting the results that are needed, then the necessity for bringing in a qualified professional becomes more evident, according to Barrett Riddleberger, the chief executive officer (CEO) of Resolution Systems, Inc., a sales training and consulting firm.

“If you’re coming into do a turn around and you have a lot that you have to do in a short period of time, you need to increase your bandwidth by bringing in a pro that has all the tools and resources at their disposal,” noted the executive. “You come in with a team approach, bringing in the best players – in some cases those should be an outside consultant.”

The main reason for this outside hire is usually to save time and resources on hiring, training, coaching or development. If a manager chooses to take on all of these issues by themselves, it will take away from other aspects of the business, according to Riddleberger.

Hiring a sales consultant can also be beneficial for managers who find themselves having to pitch their company, but lack experience selling due to their strengths as a leader and not a representative, reported.

If a company needs a consultant to come in and perform a specific task, the individual that is contacted should specialize in that aspect. A holistic approach to an outside hire should only apply when necessary, noted Riddleberger.

Sales management teams also have to watch out for conflicting hires, as bringing on multiple consultants may not work well due to a possible disagreement that might occur, according to the executive.