Should First-line Sales Managers Manage People—or the Business?

Posted by Mike Martin on Mon, Sep 23, 2013

All companies agree that first-line sales managers play a critical role. They are the sales reps’ strongest connection to the home office and set the precedent for how their team will perform.

First-line managers are responsible for both leading their team and growing sales in their geography or accounts. Companies differ, however, on which of the two responsibilities is the highest priority—and this, in turn, impacts sales compensation design.


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