Your company continues to grow and you need leaders to guide your team, so you’re considering the question, “When should I promote someone?” Because of your company’s growth, you need leaders and you need managers. So who should you promote? What do you look for in the people who will lead your teams? What characteristics or habits should they possess? Developing leaders Even if your business isn’t growing at breakneck speed, you may need to focus on developing people who can lead when the time comes. The last thing you want to do is keep people in the same position for long periods of time without any opportunity for growth. They’ll get tired and burn out, and then they’ll look elsewhere for growth opportunities. Make sure you’re always looking for ways to create and develop leaders internally. The qualities necessary for leaders in your industry may differ from those of other segments, but for sellers in general, the following guidelines offer a good start for identifying potential leaders. Seller doesn’t equal leader Your employee might be a spectacular seller, but that doesn’t necessarily translate to leadership. Furthermore, if you have a particularly gifted seller on your team, you may not want to remove him from that sales role. It’s tempting to believe that your best closer can become a sales leader and train all your other sellers to close as effectively as he does. And it might be true that he can. But it might also be true that he loves selling and he doesn’t want to spend his time conducting one-on-ones or creating reports. If your team members aren’t interested in leading, don’t force them. Let your sellers do what they do best for your company. Look for these traits as you ponder when to promote someone. Sellers who want to lead When you begin your search, look for sellers who actually want to lead. If one of your team members talks frequently about leading or climbing the corporate ladder, consider giving him the opportunity to do it. If he is ambitious and goal-oriented, he might be just the leader you’re looking for. I recently met with a BDR that a client of mine hired, and the guy was passionate about his work. He strives to go above and beyond the call of duty, and he wants to work his way into a leadership role. He wants to contribute to the organization, but he isn’t power-hungry. He understands that great leaders don’t threaten the people above them because they aren’t competing to take their jobs. Prepare your replacements as you consider other opportunities you’ll compete for. In every leadership role, consider who could replace you in your position, and then ask yourself how you can develop that person. #SalesLeaders Sellers with a proven track record Desire isn’t enough to be a successful seller. You must also have good results behind your name. You’ll note that I said above that you should not necessarily remove your top seller to turn him into a sales leader. The exception is when that seller is the best candidate for the job and when she wants to do the job. Recognize, too, that a top performer won’t necessarily be the only team member with amazing results. Consider the top five sellers on your team and then decide whether any of them possess leadership potential. Consider whether they have any desire to train other sellers, and take note of a “lone wolf” mentality that suggests they don’t want to share with others. Make it your goal to develop a nurturing leadership approach in which team members help one another. Sellers who don’t volunteer to lead Keep in mind that some sellers may not volunteer to lead, but that shouldn’t necessarily exclude them from consideration. If they...

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