Star Search A stellar salesperson does not a stellar sales manager make. So . . . who does?
By Kimberly L. McCall •
Opinions expressed by Entrepreneur contributors are their own.
In assembling an ace sales team, you promoted your finestsalesperson to sales manager. She's smart and assertive, andunfailingly gets clients to sign on the dotted line. Fast forwardseveral months: That employee is threatening to quit, morale ishovering around zilch, and you're dazed from the fallout. Whatwent wrong?
"It's rare that a superstar salesperson makes a goodsales 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" driveof top sales performers isn't what makes a great leader, headds. "Think of the biggest sports stars. How many have goneon to become great coaches? Not many."
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