What Makes a Successful Sales Manager?
Part One

New to Sales Management – My First Day

Do you remember the day you were promoted into sales management?

It was 1982 – boy, it makes feel old now but I thought I had arrived. Whooping and hollering with glee on the way home at the wheel of my new upgraded company car. I was planning to be a successful sales manager. Well the glee was not to last to long because I came down to earth with a sharp bump when I was informed of the twelve sales people plus four telephone people I was to manage.

And when I started to look at figures Pareto’s law applied 80% of the team were under performing plus the bottom 20% should probably not have been in sales. The figures didn’t look good and the top 20% were supporting the whole team figures.

I had little management experience………………… I thought about previous sales managers had done and was not too enamoured with their approach to sales management. The answer was to set about a course of self education to learn how to be a sales manager.

And that’s my goal to share with what I have learned over the past twenty-seven years and how I became a top a sales manager with a winning team.

Read Part 2 here

I would like to invite sales manager’s, sales trainers and would be sales managers to contribute their comments to this blog

Sales Leadership Whitepaper

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