|
Reason #1:
The Promotion Syndrome:
Like their counterparts throughout American industry,
most Sales Managers get promoted because of their
proven capabilities as individual
performers - not because of leadership experience
or ability.
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Reason #2
Skill Vacuums:
The skills that lead to superior performance in sales
represent only some of the
skills needed for developing and leading others.
|
Reason #3:
Multiple, Diverse Responsibilities:
Making matters worse, most Sales Managers inherit responsibility
for multiple, diverse functions. Both the tasks
they oversee and the people who perform
them are usually very different (and pose different
challenges). |
Reason #4:
High Turnover:
No industry is plagued by turnover more than sales.
Unwise hiring decisions, inadequate employee development
efforts, and the failure to maintain motivation all
combine to sabotage the best
intentions of Sales Managers. |
