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 ... read more by subscribing.