In the best selling book “Good to Great,” author Jim Collins advocates finding the right people to put on your team and then determining what position they should hold in your company to effectively leverage their strengths.
When it comes to effectively managing a growing sales team, the rules are no different. To use Collins' metaphor, a great sales manager's role is to drive the bus.
The role of a manager is to hire, train and retain top sales talent. However, it has been my experience that, all too often, a company's “bus” is being driven by one superstar sales rep instead of by an inspirational sales manager, owner or leader.
In many companies, the manager tends to be more comfortable at the back of the bus, either actually doing the selling for his weaker salespeople or worrying that his only real salesperson might leave the company. Either way, company growth is hampered.
It's not always easy or fun being at the front of the bus, but the alternative is far worse. Best wishes for driving your company from good to great.
For more information, call (760) 931-7777 or e-mail Suzanne Audiss at [email protected]. If you mention this article, you will receive a complimentary invitation to her next two-hour sales workshop.
When it comes to effectively managing a growing sales team, the rules are no different. To use Collins' metaphor, a great sales manager's role is to drive the bus.
The role of a manager is to hire, train and retain top sales talent. However, it has been my experience that, all too often, a company's “bus” is being driven by one superstar sales rep instead of by an inspirational sales manager, owner or leader.
In many companies, the manager tends to be more comfortable at the back of the bus, either actually doing the selling for his weaker salespeople or worrying that his only real salesperson might leave the company. Either way, company growth is hampered.
It's not always easy or fun being at the front of the bus, but the alternative is far worse. Best wishes for driving your company from good to great.
For more information, call (760) 931-7777 or e-mail Suzanne Audiss at [email protected]. If you mention this article, you will receive a complimentary invitation to her next two-hour sales workshop.