Hiring a Sales Manager or a Selling Manager

We've often been retained to locate sales managers for retail jewelry stores. In our experience, we've found that two distinct roles are often lumped together under the term “sales manager,” and paid accordingly—that is, not enough. To find the most effective candidate, you first need to determine his or her real role, and then structure the compensation package. Here's how we advise clients to do it: Determine if the position is a sales manager or a selling manager. There is a difference. A sales manager acts more as a true manager and coach, responsible for forecasting sales, monitoring inventory, conducting training meetings, and overseeing the sales team on the floor. A sales manager shouldn't be responsible for writing many sales—about 5 percent of the store's total is sufficient. A selling manager is an active salesperson with customers of his or her own. He o

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