Hiring the right Sales Excellence Manager
for your organization

Successfully recruit a Sales Excellence Manager

Key steps to recruit

We recommend to pay attention to the following 3 steps when recruiting a Sales Excellence Manager

1. Write down explicit roles and responsibilities.
Check our suggestions below.

2. Define key skills and behaviors you are looking for.
Try to list the skills as well, but remember, a skillset too precise might discourage less confidents to apply. Check our template skillset for inspiration.

3. Get insight on your shortlisted candidates with Behavior assessments.
To maximize the chances of culture fit and make sure that the newly recruited candidate will actually stay in your organization, try to scan for some key behaviors using Huneety free assessments.

What does a Sales Excellence Manager do?

Frequently seen in Tech and B2B companies, Sales Excellence Managers promote change and drive improvement of the performance of Sales organizations. Sales Excellence Managers identify patterns, verify assumptions using Business Intelligence data visualization tools (PowerBI, Tableau, etc.), and convert insight into actionable tactics or good practices to be rolled out. As a prime user of Sales data, they also ensure CRM use is appropriate and data quality is at the expected level to issue automated reporting and forecasts.

Sales Excellence Managers are able to drive change, requiring smooth leadership and communication skills. In larger matrixial organizations, they act as a communication line between Business Units, and Territory sales teams. To make things happen, they are also hands-on Learning & Development topics, often in collaboration with Marketing and/or HR teams. Creating L&D plans requires identifying training topics, individuals to be trained, preparing programs, rolling out, and measuring the efficacy of the initiatives.

Sales operations are becoming increasingly digitized and new tools are available to Sales teams to perform, often at the border of what Marketing or Growth Managers do. Prospect identification, Social Selling, using platforms such as Linkedin, Account-Based Marketing, Lead nurturing, or Marketing automation to gain time on outreach are entering the Sales people toolbox. Sales Excellence Managers must be fluent in such tactics to be able to infuse them into the Sales organization.


Skillset of Sales Excellence Manager

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★★★★★  Expert
★★★★  Proficient
 Change Management  Driving change and innovation

 CRM  CRM

 Leadership  Strategic Leadership Organizational Leadership
★★★☆☆  Competent
 Learning & Development  Learning Plan Management Blended Learning E-Learning
Is a plus
 Developing others  Sharing knowledge, skills and expertise to others

 Business Management  Culture Change Organizational Change


Tips

A skills-based approach based on the lastest market data ensures you will look for future-proof candidates

By focusing on skills, not experience, you widen the potential talent pool to a larger set of individuals

Set realistic expectations: do not loose time looking for a "unicorn candidate" and move forward to behavior assessments. Unlike behaviors, skills are easy to be taught once they are clearly identified.

Terminology

Competency

Ability to solve complex business challenges. A competency is typically made of several interconnected sub-skills.

Skill

A hard skill or technical ability required to perform a task. Skills are more fine-grained than competencies and easier to be taught.

Behavior

A set of attitudes and soft skills expected of an individual to suceed in her/his position and organization.

Recommended hiring assessments for
Sales Excellence Manager

Know how your candidates will fit, before they start!

 

Identify the best fit in term of workstyle and for your organization
Unbiased way to benchmark candidates
Fast. Does not add time to your recruitment workflow.
Get insight and suggestions of questions to run better interviews.
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Customer Orientation Assessment
Customer Orientation Assessment

This assessment focuses on the capability of the job candidate to be able to emphasize with the customer and drive a successful "win-win" outcome. The 3 professional behaviors assessed are the ability to fully listen to and understand clients, and the capacity to deal with any arising challenges in both a positive and timely manner.

Try it for free!

Problem Solving Assessment
Problem Solving Assessment

Supporting the assessment of candidates on Problem Solving skills including the following behaviors: Problem identification and anticipation, working with others to solve issues, making fact-based decision and solution implementation.

Try it for free!

Relationship Building Assessment
Relationship Building Assessment

This behavioral assessment focuses on the networking habits of the candidate and her/his ability to connect with business partners. The 3 work behaviors assessed are the skill to grow a network, the ability to inspire and build trust, and the capacity to maintain connections over the long term.

Try it for free!

Solutions Selling Assessment
Solutions Selling Assessment

This behavioral assessment helps to benchmark candidates for B2B Sales roles. Learn about the selling style of candidates and how they deal with customers needs. Results available as candidates benchmark table or individual report to be share to hiring manager.

Try it for free!

Customize your own assessment
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Contact us to craft personalized hiring assessments based on special recruitment needs, special languages, or using your own company's skills and behaviors framework.




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