The Recruitment Roundup: Trends, Insights, and Industry News

Sales manager searches are moving slower in 2026.

Not because the roles are weak.
Not because the pay isn’t competitive.
Not because there aren’t capable leaders in the market.

Because strong managers aren’t moving.

That’s the shift.

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What Actually Changed Since 2022

In 2022, the job market hit historic levels. U.S. job openings surpassed 12 million at one point (BLS JOLTS data). Companies were hiring aggressively. Sales leaders were moving. Promotions were happening quickly.

Speed won.

Then the market cooled.

By 2024 and 2025, hiring approvals slowed. Companies became more cautious with headcount. In fact, we've previously explored how hiring spead impacts sales recruiting outcomes, and the consequences of extended time-to-fill.  Rather than hiring externally for sales leadership roles, many organizations focused on promoting from within.

That meant a large number of high-performing sales reps and team leads were promoted into sales manager roles between 2023 and 2025.

It solved short-term retention concerns.

But it reshaped today’s sales manager hiring market.

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The Aftermath: Fewer Managers Looking to Move

Here’s what that internal promotion wave created:

Many current sales managers are relatively new to management.

They’re still building credibility internally.

They’re not restless.

They’re establishing themselves.

Which means they’re far less likely to move for something that’s only slightly better.

That’s the difference in 2026.

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Why Compensation Isn’t Driving Movement

Between 2022 and 2025, many companies went through:

• Comp plan adjustments

• Territory shifts

• Team restructures

• Budget tightening

Managers who stayed through that period built internal stability and trust.

So when a recruiter calls with a 10–15% increase, the response isn’t automatic excitement.

It’s evaluation.

Moving now means:

• Starting over with a new team

• Rebuilding executive trust

• Testing a new comp structure

• Entering unfamiliar leadership dynamics

In today’s sales leadership market, predictability often beats incremental upside.

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Many Managers Are Still Proving Themselves

Because so many were promoted recently, a significant percentage of today’s sales managers are still working to solidify their track record.

They’re:

• Building process

• Improving forecast accuracy

• Establishing coaching rhythm

• Driving consistent performance

Leaving too soon can look unstable.

Strong managers understand that.

So they stay.

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Applications Are Up. Commitment Is Not.

Here’s the confusing part for companies hiring sales managers:

Application volume isn’t necessarily low.

You’ll get interest.
You’ll get resumes.
You’ll get conversations.

What you won’t get as easily is commitment.

We’re seeing:

• More exploratory discussions

• More “let’s reconnect later” responses

• More hesitation at the final stage

This isn’t a sales manager talent shortage.

It’s a higher movement threshold.

We’re seeing similar hesitation patterns across sales roles — including in why top sales reps are saying no in the current market.

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What This Means If You’re Hiring a Sales Manager

If your sales manager hiring process is moving slower than expected, it may not be sourcing.

It may be positioning.

You’re not just competing against other companies.

You’re competing against comfort.

And comfort is powerful.

Here’s what moves strong managers in 2026:

1. Sell Stability — Not Just Growth

Be direct about:

• Revenue consistency

• Leadership turnover

• Team attrition history

• Comp plan durability

Managers want to understand the floor before they evaluate the ceiling.

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2. Be Clear About Authority

Strong managers slow down when:

• They’re responsible for results but not empowered to make changes

• Leadership direction feels reactive

• The role sounds senior on paper but limited in practice

Define scope. Define influence. Define expectations.

Clarity builds confidence.

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3. Move Decisively

Long, drawn-out interview processes reinforce doubt.

If you want conviction from a candidate, show conviction in your process.

Momentum matters.

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The 2026 Reality

The 2022 market rewarded movement.
The 2024–2025 market rewarded internal promotion and loyalty.
2026 is rewarding stability.

External sales manager hiring is active — but the bar for movement is higher.

If a strong sales manager role is staying open longer than expected, it may not reflect weakness in the opportunity.

It reflects a leadership market that is more cautious.

And in a cautious market, stability, clarity, and authority matter more than compensation alone.