Choosing a sales manager
Promote the top-producing salesperson
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Expertise in all aspects of selling
Sales ability alone is not enough.
May be unhappy and ineffective in managing other salespeople.
Lateral transfer of an effective manager from
another department (e.g., finance, advertising,
manufacturing)
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Has the management ability
Lacks the basic sales abilities that everyone in sales needs.
Hiring someone from outside the organization
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Has sales ability management ability
Unfamiliar with company policies, office practices expense account
procedures and organizational goals.
From salesperson to sales manager
Activities of a sales manager
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Working with sales representatives
Recruitment
Training and development
Appraisal, counseling coaching
Administration
Self management
Five characteristics that make a great leader
Provides employees with a sense of mission
o Creates a challenging work environment
o Gives immediate feedback
o Rewards and praises to recognize
a. The individual
b. The individual as a member of a team
o Develops employees talents and careers
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