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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 28

Why the Best Salespeople Often Don’t Become Great Managers

Up to this point, we have been focusing on how to hire and develop your next top sales performer. Before we close, we want to spend just a little bit of time talking about the psychology of sales managers: what makes them tick, what separates the best from the rest, and why you don’t necessarily want to promote your top salesperson into your next sales management position.

To promote the star salesperson to a managerial position often induces a classic application of The Peter Principle. This practice seems, on reflection, to be almost purposefully self-defeating because it removes that rare breed, the top sales producer, from the opportunity of continuing to produce sales ...

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