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Eyes On The Prize

Thinking about making your top salesperson a department manager? You'd better look beyond the obvious.

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This story appears in the July 1999 issue of Entrepreneur. Subscribe »

Selecting a manager may be the second most importantdecision an entrepreneur will ever make, right after deciding to goit alone. Sound like an easy undertaking? It's not, because ofone common misconception: The most obvious candidate--your topsalesperson--isn't necessarily the right one.

Why? First, great salespeople don't necessarily make greatteachers. They're often better at than explaining theprocess. "They're like players who can hit butcouldn't tell anyone else how to do it," says Jeffrey Foxof & Co., an , , sales and marketingconsulting firm.

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