Last week I spoke about sales burnout and the challenges many SME business owners have of being all things to all people including, usually, the main sales person and sales manager.Like many people, I have known that selling and managing are not the same thing. They are two very distinct jobs with different demands and expectations.
Some home truths about sales management:
Sales teams cannot be lead from behind a desk.
Sales people cannot be cloned into the image of the top sales-person-now-sales-manager.
Mediocre supervision can put a big dent in the effectiveness of good salespeople.
Sales people need sales leaders and coaches, not administrators and organisers.
Some sales people are “passengers” and will never be good sales … read more by subscribing.
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