Vistage Research Center

Get actionable, data-driven insights and expert perspectives from our global community of CEOs and thought leaders. Led by Joe Galvin, Chief Research Officer

Get this skill right or nothing else matters


Master how to hire the right people for the open position.

Whether you are a new sales manager or veteran sales manager, you recognize that the skills needed to lead and direct a sales team, are very different than those required to be a top sales producer. Sales management requires skills such as training and coaching, giving feedback and running effective sales meetings. These are important skills to continue to improve, however, if you don’t master this one sales management skill, THE REST DOESN’T MATTER.

What is the one skill?

Learn how to hire great people.  

When you master this skill, sales management becomes easy.

The golden rule in hiring is the mantra, “Past behavior is the best predictor of future sales results.” But here is the big “however:” past experience doesn’t guarantee future success for your company.

For example, a salesperson might have been successful selling because they sold a need-to-have product or service such as insurance or accounting. You hire this person with a great track record and they flounder. Your company sells a nice-to-have service such as marketing or consulting. These are two different sales positions which require different types of selling skills. Past success may not translate to future success.

Or, the salesperson was successful in their previous role because their leads were generated by an inside salesperson or the marketing department. Your firm doesn’t have either position and the new salesperson fails because he lacks the experience and/or skills to source his own leads. Again, past success is not translating to future results.

Set you and your future sales team up for success. Become a student of hiring and selection. Without this important skill, the rest doesn’t matter.

Print Friendly, PDF & Email

Leave a Reply

Your email address will not be published. Required fields are marked *

Predefined Skins

Primary Color

Background Color

Example Patterns

demo demo demo demo demo demo demo demo demo demo

Privacy Policy Settings

  • Required Cookies
  • Performance Cookies
  • Functional Cookies
  • Advertising Cookies
These cookies are essential in order to enable you to move around the Sites and use its features, such as accessing secure areas of the Sites and using Vistage’s Services. Since these cookies are essential to operate Vistage’s Sites and Services, there is no option to opt out of these cookies.
These cookies collect information about how visitors our Sites, for instance which pages visitors go to most often. These cookies don’t collect information that identifies a visitor. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies we will not know when you have visited our site, and will not be able to monitor its performance.

Cookies used

Visual Web Optimizer
These cookies remember information you have entered or choices you make (e.g. as your username, language, or your region), and provide enhanced, more personal features. They may also be used to provide services you have asked for such as watching a video or commenting on a blog. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies then some or all of these services may not function properly.

Cookies used

Google Analytics
GTM
Gravity Forms
These cookies are used to make advertising more relevant to you and your interests. The cookies are usually placed by third party advertising networks. They remember the websites you visit and that information is shared with other parties such as advertisers. If you do not allow these cookies, you will experience less targeted advertising.