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

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

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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