Traversing That Bridge Between Selling and Management

When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.

The salesperson’s primary working relationships are with customers. However the sales manager’s is with the sales force i.e. his subordinates.

Essential Attributes Include:

    Successful Salesperson

• Personal drive (ego)
•  Needs to win battles (Individual sales)
• Able to work alone
•  Persuades customers to see his/her point
•  Needs selling skills, personal skills and knowledge
• Able to work away from the office
• Works well with people and numbers
•   Good at implementing sales tactics

    Successful Sales Manager

•  Submission of personal needs to the goals of the Company (Corporate drive) 
•  Needs to win the war (Meet corporate goals)
•  Able to work with others
•   Persuades the sales team to see the Company’s point
•  Needs management skills and marketing knowledge
•   Needs to work at the office
•   Works well with people, numbers, paperwork and the corporate hierarchy
•  Good at developing sales and marketing strategies

The most common danger in having sales managers who are basically super salespeople is that “relations with subordinates” including the critical tasks of development and supervision may deteriorate

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