MKTG Essay Example | Topics and Well Written Essays - 500 words - 8

MKTG - Essay Example Firms usually seek to minimize turnover of salespeople possessing high transaction assets, which may be costly to the organization as this translates into an opportunity loss and direct costs flowing from fresh training. Executives within a company may be lured into believing that promoting the top salesperson and putting five people under them will translate into five times the sales. This may be an illusion and may be far from reality. Promotion to a management position should not be solely based on performance only. This stems from the fact that a selling role and managerial position require distinct abilities and diverse motivators (Ingram et al. 289). A core trait that should be sought in the promotion of salespersons into management is a demonstration of being a top salesperson with a possession of a solid work ethic, among other aspects. Promotion into management for a salesperson is not a soft option as the manager is expected to manage a successful sales team and deliver predictable performance. Moreover, top salespeople who get promoted are rarely awarded a functioning, highly-effective sales team. The pressure to turn around the fortunes heaps a lot of pressure on the manager. Critics to promotion based on a selling role point out that this is a prime example of promoting people to â€Å"a level of incompetence.† The move should not be inspired by â€Å"disciple selling,† as this is a recipe for failure. The motivation of the promotion should be a conviction that the salespersons have the potential to succeed in that capacity. This demands an application of a clear cut process and methodology in order to evaluate the best sales management candidates. The depressing aspect of most promotions from selling roles is that the vast majority of the new managers are not successful in their endeavors. The move from a technical or sales position into management is usually complicated