I am working with a couple of clients who have sales managers that don’t communicate with them. Funny, but it seems that this would be a bare-bones basic skill required to work with others. In actuality, it is – and yet something often happens – maybe in your organization as well – that still baffles:
The top salesperson is promoted to manager.
What is often crazy about this is that those characteristics that got a salesperson to the top do not match up with those characteristics needed as a leader. Often it is a very poor match, and at best, some amount of training and coaching is needed to make up for the gaps.
So, I was glad to see my friend and great business mind Jonathan Farrington’s article on sales vs. management. Take a look and post your thoughts.
For me, being a good parent is a closer skill-set match than being a top salesperson. What do you think?