Most sales managers have sales experience. It makes sense from a career path perspective – you’re good at selling so your next logical career step is into sales management.
However, this is where the logic usually comes unstuck because selling and sales management are not the same thing.
Like a lot of salespeople learn selling by default – they fall into a sales career rather study and learn it by design – the same goes for sales management. Sales management is the least trained area of the management disciplines. Like selling, too many sales managers are left to fend for themselves, often guessing their way through what to do as a sales manager or told to focus their efforts down the narrow tunnel of sales forecasting, pipeline, results and managing CRM … read more by subscribing.
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