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A stellar salesperson does not a stellar sales manager make. So . . . who does?

This story appears in the August 2001 issue of Entrepreneur. Subscribe »

In assembling an ace sales team, you promoted your finest salesperson to sales manager. She's smart and assertive, and unfailingly gets clients to sign on the dotted line. Fast forward several months: That employee is threatening to quit, morale is hovering around zilch, and you're dazed from the fallout. What went wrong?

"It's rare that a superstar salesperson makes a good sales manager," says Herb Greenberg, co-author of How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great (McGraw-Hill). The "blood running down their chin" drive of top sales performers isn't what makes a great leader, he adds. "Think of the biggest sports stars. How many have gone on to become great coaches? Not many."

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