The responsibilities of the head of the sales department include the selection and adaptation of new employees, since the fulfillment of the sales plan directly depends on the quality of the employees.
HR staff typically select candidates and prepare the final interview and hiring decision. The job of a sales manager requires his or her personal involvement at every stage.
The interview with the candidate is the key moment of the procedure, it should show the true level of his sales skills, help the applicant to open up to the fullest and establish the degree of his suitability. Poor selection entails additional costs of money, time and effort.
The head of the sales department must be fully aware that the quality of debutants will directly affect the financial success of the company, the level of costs and profits.
The manager also ensures the onboarding rich people database of the newcomer. He introduces him to job responsibilities, trains him and then checks the level of mastery of the material; accompanies him during the probationary period and gives an opinion on the degree of usefulness for the organization.
Employee development and knowledge base creation
The job of the head of the sales department also consists of accumulating useful experience, necessary materials and providing other employees with access to:
automated sales organization systems;
working tools for other processes, to templates and samples of the highest quality documents and presentations;
the most effective methods of working at all stages of interaction with clients.
The chat of the corporate messenger Compass is used to store and access materials. Files will be stored there for as long as necessary, and a convenient search will help you quickly find what you need. So they will not settle on the devices of individual employees, but will be constantly available to the entire team.
The job description of the head of the sales department includes organizing training for employees:
primary - or onboarding;
current - depending on the identified difficulties and gaps in knowledge;
strategic - when a company updates products or sales tools.
The manager trains the employees himself or orders training from the HR department. In any case, he is responsible for this, is obliged to personally monitor the course of training and check its results.
Employee development and knowledge base creation
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A professional sales manager ensures the stability of the company's development. He does not just teach employees, but also forms a cadre of future managers within the department.
Gradually prepares them to do most of the work of a highly qualified specialist, so that he can then delegate it if he goes on vacation or, for example, quits. A good manager is one who has built a system that works without him.