#588: Rules for the Selling Sales Manager
In this solo episode, Bradley Hamner breaks down the five rules that make a selling sales manager work: time, money, mindset, proof, and systems adherence. He explains why owners need to specify how many hours the role spends producing versus leading, and why he does not consider it a real management role until there are at least three reps to manage.
Bradley then walks through the compensation problem that sinks most of these roles. When the comp plan stays the same, the manager drifts back toward personal production because that is where the money is. He also addresses the habit of promoting the best producer by default, the proof owners should look for before handing over the title, and why a manager who ignores the sales playbook can undo the training of the entire team.
This episode moves beyond the org chart and into role design. Have you told this person how their time should be split, or are they guessing? Does their compensation reward the results of the people they lead? And have they shown you, before the promotion, that they will pour into someone else? If you are considering putting a producer in charge of your sales team, this episode is for you.
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Coach P Consulting
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Autopilot Recruiting
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About Above The Business
Above The Business is hosted by Bradley Hamner, founder of BlueprintOS, and focuses on helping small business owners transition from Rainmaker to Architect by building systems, teams, and operations that scale without their constant involvement.
