Viewing Posts for: Brian Edwards

April 13th, 2015

What Do You Really Expect from Your Front-line Sales Managers? Do They Know It?

front-line-sales-management-expectations

What Do You Really Expect from Your Front-line Sales Managers? Do They Know It?

Anyone who has climbed the ranks of a sales organization can appreciate the complexity of the front-line sales manager’s job. It is usually the most critical position in any sales organization and can make the difference in determining success or failure. So, reach out to your sales managers today, and ask them this: “Name the two most important things we pay you to do.” If their answers don’t align with your expectations, then it’s time for some course correction.

Great sales managers are not always top-ranked salespeople. Clearly, the job requires an above-average level of selling skills, but it also requires a unique blend of multiple skills. It can be like wearing the hats of coach, parent, counselor, advisor, sounding board, and psychiatrist, all at once. The job gets more complicated because of its location in the corporate food chain. A sales manager is caught between the front line, client-facing salespeople, and upper management. Many times, the view of reality on the front line varies greatly from that in the ivory tower. Successful navigation within this food chain can be challenging, even for the most successful sales managers.

So, what are sales managers’ primary points of focus? There are many things to expect from sales managers, but none are more important than these two:

To drive results To develop people

Which » Continue Reading.

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