This Issue:
Developing Sales Managers for Success

The Frontline Sales Manager:
The Keystone of a Lasting Organization 

One of the most crucial roles in a sales organization is that of the sales manager, and it is one that is constantly overlooked. Sales organizations cannot plan for stability and continued existence without strong sales managers who take on the roles as conduits of information, cheerleaders for progress, and coaches for improvement. Miller Heiman founder, Bob Miller, illustrates how investing in the development of these critical members of the management team is not only a surefire way to implement change and improve performance and results, but a certain method for ensuring a company's longevity.

Taking on the Role of Sales Manager:
How to Conquer the New Terrain

Not all career transitions are simple. The move from top-performing salesperson to sales leader means a transition from a selling mentality to a motivational mentality. Discover the importance of shifting from top performer to supportive leader and avoid the common mistakes new sales managers often make. The change of priorities and responsibilities can seem daunting but, with the proper approach, new sales leaders can navigate the terrain confidently.

The Move to Sales Management:
Assessing the Fit

Selling and managing sales are two different disciplines involving two different sets of skills. Individuals who are considering or have accepted a promotion from sales representative to sales manager must consider the implications and take a proactive approach to possible career progression. Don't underestimate the transition – research the realities. Asking simple yet vital questions and learning what challenges and rewards are involved will help determine the best course of action.

Get this Journal

print page forward page discuss with an expert license content