Just another layer of bureaucracy and costs...

Eliminate company cars, corporate credit cards, and mandated cell phones/plans. Such items are just another layer of overhead that requires another layer of bureaucracy and associated costs to govern and process. Such items can be controlled with a simple expense policy and defined limits.

Top sales performers already drive nice, reliable cars, have the financial means to cover their expenses until reimbursement, and have proper cell phones. Treat sales representatives like the quasi-entrepreneurs they are. Sales champions do not need financial aid to conduct business operations and it's just another non-value added item that hurts the organization's bottom-line.

The best sales reps do not always make the best sales managers...

The best sales representatives do not necessarily make the best sales managers. Often, companies have a policy of only promoting from within, only considering their best sales representatives as prospects to fill an open sales management position. Being an effective sales manager/leader requires a totally different mindset from that of the typical sales representative. To illustrate this point, here are a couple of traits: team oriented vs. individualistic; non-competitive and sharing of ideas and best practices vs. very competitive and a “cards close to the chest” mentality.

When looking to hire a sales manager, look for the qualities that are to be represented in each of the roles a sales manager plays: manager, leader, coach, and trainer.