Pet recruitment specialist Lynda Ward is urging companies to “think long and hard before engaging a new sales manager" as the wrong decision can cause loss of good sales people, upset customers and badly affect sales.

Is it better to promote from within or source sales management from outside the company? Lynda, of Pet Trade Solutions, says there are benefits and drawbacks to both methods of filling these rolls.

“It can be a huge motivator and morale booster for sales teams to see a peer rising to the next level," comments Lynda. "However, extreme care must be taken as, unless that person has both management skills and the well-deserved respect of their colleagues, jealousy and chagrin can play havoc within the team dynamics.

"There is also a risk with bringing in a manager as sales people expect demonstrable proof their new leader has been successful in field sales at their own level and consequently understand their needs and the true nature of their jobs.  Pure ‘managers’ are likely to take too long to establish their credibility and may even resort to unsuitable controlling tactics to assert their leadership. 

"In either case - promoting from within or bringing in an excellent sales person to be newly promoted to management - a further, but basic, consideration is the true level of the person’s skills.  There have been high profile cases in all industries where people have been promoted because they were good at their last job, but then been promoted to, in effect, the level of their incompetence!”

Lynda warns: “Think long and hard before engaging a new sales manager – the wrong one can disrupt, cause loss of good sales people, upset customers and badly affect sales whilst the right one can be a breath of fresh air, rejuvenate flagging sales and be a cohesive influence on a brand."

Lynda is always happy to personally advise on any aspects of recruitment and marketing strategy and can be contacted on 07946 743784 or at lyndaward@pettradesolutions.com