Because the sales management position within any organization is so vital to the company’s health, it is hard for the executive not to occasionally second-guess his or her choice in sales managers. When it comes to hiring, the devil we know is a lot better then the sales manager whom we have to replace that individual with, so the idea of changing sales managers strikes nausea into the gut of many a sales director.

Despite this, there should be some set parameters within your company to determine the sales aptitude of the individual managing your organization’s sales force. Below, you’ll find some of these measurements of sales management competency and, in following each, you should be able to determine whether a sales manager is going to become the future of your company or hinder the future of those under them.

Do They Justify Their Worth?

With sales managers it’s all about numbers. Sales is one of the few quantifiable positions, if not the only quantifiable, within the majority of organizations. At the end of the day, sales managers have to make quota and have to ensure that they are teaching those under them how to properly implement business development techniques in order to gain autonomy and drive revenue themselves.

Are They Constantly Upbeat?

Effective sales managers can stay positive even in the most stressful situations. They firmly understand that their subordinates will not do well in a pressure cooker environment. For any manager, a positive, bright outlook starts with them and either resonates throughout the company or fails to create an atmosphere that breeds leaders.