Chapter 8. The Critical Role of the First-Line Sales Manager
This chapter explores the pivotal role of the first-line sales manager. A good sales manager selects, builds, leads, manages, and rewards the team. The manager succeeds when all of his or her people succeed.
The chapter is designed to help you:
Learn how to excel at selecting, building, leading, managing, and rewarding the team. These activities are explored in the context of a case study that uses concrete examples of successful management practices.
Understand and identify the characteristics of good sales managers.
Put into place a five-part program for establishing and sustaining a strong first-line sales management team.
Gain practical advice on how to make a number of important sales ...
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